Head of Global Solution Architecture, Honeycomb

• 12+ years in Solutions/Sales/Customer Architecture or Solutions Engineering, with 5+ years building and leading multi‑region teams; track record owning both pre‑ and post‑sales architecture
• Proven success scaling an SA/SE function for complex, cloud‑native platforms (observability, data platforms, or developer infrastructure) and selling to true enterprise
• Executive presence with the ability to influence CxO/Chief Architect audiences; superb written, visual, and verbal communication
• Depth in distributed systems, cloud architectures, integration patterns, performance/reliability, and security & compliance; ability to guide hands‑on POVs/POCs when needed.Builder mindset: established reference architectures, security/trust collateral, POC standards, and reusable content systems that improved win rates and time‑to‑value
• Metrics‑driven operator who partners with RevOps/Finance on capacity planning, forecasting, dashboards, and ROI analyses
• Cross‑functional leadership: history of tight alignment with Sales, CS, Product, and Engineering to shape roadmap and accelerate customer outcomes
• Demonstrated ability to recruit, mentor, and scale teams during high-growth phases, including building leadership bench strength

Desirable

• Our Solution Architecture (SA) organization sits within Customer Success and owns the full lifecycle: pre‑sales Solutions Architects and post‑sales Customer Success Architects
• We partner tightly with Sales, Product, Engineering, Support, Security, and RevOps to win complex enterprise deals and ensure durable value realization post‑sale
• You will lead, coach, and scale a high-impact global team across AMER, EMEA, and APAC—building the operating model, playbooks, and standards that make Honeycomb the easiest and most trusted observability platform to adopt at scale
• You'll build and lead a diverse, high‑performing global SA organization (managers and ICs) spanning pre‑ and post‑sales.Set a culture of mentorship, growth, and peer learning across geographies
• Strategic thinking that moves mountains
• Develop partner strategy with hyperscalers, define co‑sell/implement motions and joint enablement
• Create enterprise‑grade reference architectures, security/trust packages, and a standardized POV/POC methodology with clear exit criteria and success metrics
• Design the global coverage model (capacity, AMER/EMEA/APAC) and headcount plan aligned to pipeline and install base
• Act as executive technical sponsor with C‑suite and senior architects at strategic accounts; make clear go/no‑go calls
• Lead from the front during escalations and high‑stakes evaluations; align Sales, CS, Product, and Engineering when plans change
• Represent Honeycomb at executive briefings, industry events, and analyst interactions; elevate our enterprise technical brand and thought leadership presence
• Invest in your own depth on observability, distributed systems, and enterprise security; model continuous learning and coach managers to do the same
• Help to stand up a world‑class enablement program for SAs/CSAs (onboarding, certifications, domain pathways) and field readiness for Sales/CS on new enterprise capabilities
• Establish an internal Architecture
• Guild for peer review, design standards, and knowledge sharing; codify best practices into playbooks and training
• Own function‑level KPIs with RevOps: enterprise win rate, POV/POC conversion, ACV uplift, attach rate, cycle‑time compression; post‑sale TTV, adoption, expansion revenue, NRR
• Forecast and allocate SA capacity to highest‑value opportunities; align investments to ARR/NRR impact and customer outcomes
• Design operating mechanisms (QBRs, forecast and portfolio reviews) that tie activities to measurable results
• Translate our upmarket strategy into an SA operating model (coverage, headcount plan, enablement, and playbooks) that ties directly to company and GTM OKRs
• Create a tight feedback loop with Product & Engineering so enterprise requirements and field learnings inform roadmap, readiness standards, and launch plans
• Partner with Marketing and Sales Enablement to build enterprise narratives, competitive positioning, and differentiated C‑level demos