Mid Market Account Executive, Honeycomb

• 2-3 years of experience in a SaaS selling environment. Preferably at an APM, Monitoring or Log Management SaaS provider and with a record of exceeding quota
• Experience developing and/or managing full sales cycles to engineering teams at small to medium customers, especially with a land-and-expand pattern
• 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
• 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
• Preferred experience in negotiation, presentation and closing
• You share our values, and work in accordance with those values

Desirable

• 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
• Work with management to build strategic territory and account plans
• 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