Senior Enterprise Account Executive, Honeycomb
East Coast
$280-330k
OTE
+Equity
Provides full stack observability and analysis
Open for applications
Provides full stack observability and analysis
201-500 employees
Open for applications
$280-330k
OTE
+Equity
201-500 employees
Company mission
To give all software engineering teams the observability they need to eliminate toil and delight their users.
Role
Who you are
- 5+ years of experience in a closing role at a SaaS Solution. Preferably at an APM, Monitoring or Log Management SaaS provider and with a record of exceeding quota
- Strong focus and success in out bounding and leading the sales motion within Enterprise accounts
- A strong understanding of the software development life cycle, preferably gained by selling software products that target a part of it
- Experience managing a sale that involves technical integration prior to purchase
- Experience working with customer champion to scope an achievable, valuable POC to appeal to the buyer. Proven ability to deepen the relationship with technical buyers as well as the ability to engage with Economic buyers with in an Enterprise
- Experience working within a Sales Methodology, preferably Command of the Message and MEDDPICC
- Understanding the importance and impact of being able to team effectively with cross functional partners
- A true desire to see customers benefit from the investment they make with you
- Able to provide high degree of major account management and control
- Work under minimal supervision on complex projects
- Ability to leverage established relationships and proven sales techniques for success
- Effective communicator (written/verbal), strong interpersonal skills
- Motivated, driven and results oriented
- Excellent negotiation, presentation and closing skills
- You share our values, and work in accordance with those values
What the job involves
- Articulate the Honeycomb product value proposition and tailor our ROI message to the customer’s discovered use case. Work with marketing to ensure a consistent feedback loop from the field
- Conduct sales activities including prospecting and developing opportunities within mid-market and large accounts
- Conduct discovery calls, presentations, and demos with a technical audience, while driving the conversation towards ROI and business pain
- Navigate from individual contributors and practitioners to technical and business decision makers in the account
- Focus on customers’ satisfaction. Know the customer’s business and workflows, develop proper contact network within accounts
- Develop expansion opportunities from our existing customer base to land upsells
- Provide timely and accurate forecasts, based on evidence and not hope, and clear visibility on sales and revenue performance by actively handling your pipeline of opportunities
- Leverage and coordinate cross-functional internal teams (Engineering, Marketing, Product, Customer Success) to efficiently navigate sales cycles
- Track all opportunity and customer details including use case, purchase time frames, next steps, and forecasting in Salesforce
- Work strategically with management to identify trending opportunities/challenges, and provide recommended solutions
- Contribute to post-mortem analysis on wins/losses
- Provide account leadership and direction in the pre- and post-sales process
- Ensure the successful implementation and adoption of Honeycomb through strong account management activities and coordination with pre-and-post sales engineering and support resources
- Be the voice of the customer by contributing product ideas
- Travel as necessary to accounts in order to develop relationships and close large opportunities
Our take
Traditional processes of debugging apps and IT services are becoming obsolete due to the mass adoption of cloud-based tools. However, whilst cloud-based development presents a modern and unified solution to application building, frameworks for troubleshooting such services are not currently something many businesses are prepared for.
Honeycomb provides troubleshooting tools that allow cloud-based software developers to observe code on API tools, live applications, and microservices. The troubleshooting dashboard is designed to be highly visual and user-friendly, thus allowing developers to diagnose cloud-based problems without having a deep understanding of computer science.
The company is building on its 2022 momentum after achieving another consecutive year of 2x revenue growth, driving 160% net revenue retention for its 600+ customers around the globe. Series D awarded in 2023 will be channelled into geographical expansion and supporting its products. Honeycomb’s approach is unique as it is facilitating the harmonious deployment of cloud-based debugging tools in a landscape where such services are essential yet difficult to understand.
Steph
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (last 2 of 7 rounds)
Apr 2023
$50m
SERIES D
Oct 2021
$50m
SERIES C
Total funding: $146.9m
Company benefits
- 100% covered medical, dental, vision, HSA, FSA, disability, and more
- Unlimited PTO, synchronous company break, paid sabbatical, and expressed minimum for time to recharge
- 401K retirement plans and fully paid life insurance
- Up to 16 weeks paid leave regardless of path to parenthood; flexible hours for returning parents and caregivers
- $10K to cover gaps in insurance, in support of adoption, surrogacy, preservation, and family-planning costs
- $600 per year to spend on the perks you care for most
- A stake in our success
- Generous new hire equity, and refresh grants
- Annual $1,500 development stipend; funding for cognitive coaching; and a focus on career pathing
- $500 new hire home setup stipend and $200/mo for wifi, phone and co-working
Company values
- Fast And Close To Right Is Better Than Perfect - Take pride in your craft and ship relentlessly. Be like our storage engine: 99% right in milliseconds is better than 100% right in an hour. Code in production is worth two in canary
- We Hire Adults - Pay attention to your mind and body so you can give and get help. All of us wobble, and being transparent about that means we can support each other. Participate fully in collaboration, coaching and management. If any group of us were together in a car on a long road trip, there would be no need for a dividing line in the back seat to keep people from hitting each other
- Everything Is An Experiment - Don’t get attached to specific outcomes, as they can prevent you from moving forward. Construct your experiments with purpose, evaluate them with honesty, share your results, and iterate. Failure is a constant, it’s what we learn that matters
- Feedback Is A Gift - Give feedback freely, give gently, give timely, but give. Listen first, listen intently, and celebrate each other’s growth. We are a high-trust and high-transparency team, and this requires us all to dig deep. Discomfort is temporary. We polish each other like diamonds
- Act With Autonomy And Ownership - Come curious. Focus on impact over output. Be generous with your ideas and use your judgment. Optimize for our collective success, not individual glory. Kill your darlings. Be bold, shake it up, and don’t assume the way things are was on purpose. Do it with style
Company HQ
Union Square, San Francisco, CA
Articles
Leadership
Charity Majors
(CTO)Former Product Engineering Manager at Facebook and Infrastructure Tech Lead at Parse.
Christine Yen
(CEO)Former Engineer at Parse and IOS contractor at Ridejoy. Co-founder of Venuetastic. BSc in Computer Science from MIT.
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