Little more about the team:

You’ll join the People team as a dedicated business partner across the business. This role is designed for someone who enjoys getting close to the teams they support, partnering with leaders on the decisions that shape their organizations, and the people practices that determine how their teams perform.

This is a strong opportunity for an experienced People Business Partner who’s comfortable living close to the revenue floor while also holding a broader remit. You’ll bring deep familiarity with the rhythms of a GTM org - quota cycles, ramp, pipeline pressure, and the performance conversations that come with them. You’ll apply that same commercial instinct across the other functions you support. Critically, you’ll understand the world your GTM team is selling into: you’ve built your career in deep tech, engineering-led companies - the kind of places where the product is genuinely complex, a builder mentality runs through everything the company does, and the people culture is something the company has worked hard to protect as it scales.

What you’ll do in the role:

• Serve as the primary People partner to the GTM leadership team - Sales, CS, Marketing and RevOps - attending staff meetings and acting as a true thinking partner on org strategy, talent, and performance
• Support additional business functions as part of a broader PBP remit in partnership with your direct manager, bringing consistent people practices and partnership quality across all client groups
• Partner with leaders and managers on the day-to-day work of running healthy organizations - hiring, onboarding, performance differentiation, and manager development
• Coach managers through performance conversations, organizational change, and the everyday hard parts of running a team well
• Lead complex employee relations matters end-to-end with the documentation rigor and judgment those calls require
• Run the people cycles across your client groups - performance reviews, talent calibrations, compensation planning, engagement action planning, and promotions
• Use people data to diagnose what’s actually happening across your orgs and bring clear recommendations to the leadership teams you support

What you’ll bring to the role:

• 8+ years of progressive HR/People experience, with at least 4 years in a true Business Partner capacity
• Significant experience partnering with GTM, Sales, or revenue-focused organizations inside a SaaS or recurring-revenue business - you understand how GTM teams are built, how they’re measured, and what makes them perform
• A background that includes at least one deep tech, engineering-first company - think developer tooling, observability, infrastructure, or adjacent spaces where the product is highly technical, a builder mentality runs through everything the company does, and technical craft and product quality set the standard for how the whole company operates. You know what it feels like to do People work in that environment, and you know how to build people practices that resonate there without compromising what makes those cultures special
• Comfort holding a broad remit - you can context-switch between a revenue org conversation and a corporate function conversation without losing depth in either
• Track record running complex employee relations matters, including multi-witness investigations, performance interventions on senior individuals, and multi-state separations
• Strong people analytics instincts - comfort pulling and interpreting attrition, attainment, ramp, engagement, and organizational data, and translating it into recommendations leaders can act on
• Multi-state US employment law fluency at a senior PBP level
• Experience working in a remote-first or distributed company, with a track record of owning the end-to-end People Business Partner strategy for a function or business unit — not just executing programs, but shaping how people practices are designed, prioritized, and measured across the org

Little more about the team:

You’ll join a high-performing, strategic sales team focused on moving Honeycomb further into the enterprise space. We’ve proven product-market fit, closed Fortune 500 logos, and built a pipeline that’s primed for the kind of enterprise sellers who know how to multi-thread, influence the C-suite, and navigate $500K–$1M+ ACV opportunities. This is not a role for a former mid-market rep trying to stretch—it’s built for enterprise closers who know the game and want to win it.

What you’ll do in the role:

• Own and drive complex, 6–12+ month sales cycles with Fortune 1000 and Global 2000 companies
• Build strategic, multi-threaded relationships across engineering, DevOps, observability, and procurement leadership
• Sell consultatively, bringing deep understanding of the customer’s business, technical landscape, and buying process
• Collaborate cross-functionally with Solutions Architects, Product, and Customer Success to shape high-value, tailored deals
• Deliver predictable pipeline growth, accurate forecasting, and exceed quota targets
• Represent Honeycomb at key industry events, conferences, and executive briefings

What you’ll bring to the role:

• 5+ years of full-cycle enterprise SaaS selling experience, ideally in DevOps, observability, or cloud infrastructure
• Proven ability to land $500K+ multi-year deals with complex buying committees
• Strong executive presence with the ability to influence C-level stakeholders across technical and non-technical roles
• Deep discovery, storytelling, and consultative selling expertise
• A track record of building champions and navigating enterprise buying cycles with precision
• Grit, ambition, and a bias for execution—someone who thrives in fast-paced, high-ownership environments
• Experience leveraging MEDDPICC, Command of the Message, or similar enterprise sales frameworks

Little more about the team:

You’ll join a high-performing, strategic sales team focused on moving Honeycomb further into the enterprise space. We’ve proven product-market fit, closed Fortune 500 logos, and built a pipeline that’s primed for the kind of enterprise sellers who know how to multi-thread, influence the C-suite, and navigate $500K–$1M+ ACV opportunities. This is not a role for a former mid-market rep trying to stretch—it’s built for enterprise closers who know the game and want to win it.

What you’ll do in the role:

• Own and drive complex, 6–12+ month sales cycles with Fortune 1000 and Global 2000 companies
• Build strategic, multi-threaded relationships across engineering, DevOps, observability, and procurement leadership
• Sell consultatively, bringing deep understanding of the customer’s business, technical landscape, and buying process
• Collaborate cross-functionally with Solutions Architects, Product, and Customer Success to shape high-value, tailored deals
• Deliver predictable pipeline growth, accurate forecasting, and exceed quota targets
• Represent Honeycomb at key industry events, conferences, and executive briefings

What you’ll bring to the role:

• 5+ years of full-cycle enterprise SaaS selling experience, ideally in DevOps, observability, or cloud infrastructure
• Proven ability to land $500K+ multi-year deals with complex buying committees
• Strong executive presence with the ability to influence C-level stakeholders across technical and non-technical roles
• Deep discovery, storytelling, and consultative selling expertise
• A track record of building champions and navigating enterprise buying cycles with precision
• Grit, ambition, and a bias for execution—someone who thrives in fast-paced, high-ownership environments
• Experience leveraging MEDDPICC, Command of the Message, or similar enterprise sales frameworks

A little more about the team:

Honeycomb is seeking a detail-oriented and analytical Senior Accountant to join our Finance team. The Senior Accountant will play a critical role in ensuring the accuracy and integrity of our revenue recognition processes. The ideal candidate will have a strong understanding of accounting principles, excellent communication skills, and drive for continuous improvement and scalability.

What you’ll do in the role:

• Assist in monthly revenue accounting close activities by preparing journal entries and performing key account reconciliations, including those related to revenue, deferred revenue, unbilled receivables.
• Assist in reviewing standard and non-standard contracts to determine the appropriate revenue recognition under U.S. GAAP, ensuring the company is compliant with revenue recognition principles under ASC 606
• Prepare and document the annual standalone selling price (SSP) analysis and ensure monthly revenue allocations are applied consistently in accordance with SSP conclusions and ASC 606
• Assist in the order to cash process, reviewing submitted sales orders in our accounting system to ensure proper revenue recognition and compliance
• Manage enterprise invoicing and prepare the weekly accounts receivable aging report, including proactive customer outreach to ensure timely collection of outstanding invoices
• Maintain customer billing portals and payment applications, including addressing billing inquiries and resolving discrepancies to ensure an accurate and positive customer billing experience.
• Ensure the accuracy and completeness of monthly data within Zuora Revenue, including validating system data and reconciling revenue reports to the general ledger in compliance with ASC 606
• Assist draft technical accounting memos supporting revenue conclusions (e.g., SSP analysis, contract modifications, variable consideration, principal vs. agent assessments).
• Work cross functionally within the organization to drive automation efforts to streamline accounting operations related to revenue accounting and improve the quality of monthly, quarterly, and annual closes
• Work directly with our sales, customer success, revenue operations, and FP&A teams to obtain needed data and reporting to support monthly revenue entries
• Develop, maintain, and continuously improve internal process documentation to ensure clarity, consistency, and operational efficiency across teams
• Act as point of contact in all sales tax and VAT tax related issues, including nexus research, registering in new jurisdictions, and determining taxability for new products
• Perform special technical projects, analysis, and ad hoc reporting
• Play a key role throughout the company financial audit, preparing & reviewing revenue related schedules for external auditors

What you’ll bring to the role:

• BS in Finance or Accounting
• 4+ years of relevant experience
• Expertise in GAAP, ASC 606 revenue recognition, and other authoritative guidance
• Demonstrated experience interpreting and applying ASC 606 to complex SaaS arrangements
• Experience with usage-based or consumption-based revenue models
• Experience developing and maintaining Revenue Recognition models and forecasts
• NetSuite or similar ERP system experience required
• Experience with contract review/order to cash process
• Proficiency in Google Sheets and Microsoft Excel
• Experience with international subsidiaries and consolidations
• Ability to work in a fast-paced environment and work on multiple tasks at once
• Strong time management and organizational skills
• Results focused while ensuring weekly/monthly deadlines are met
• Strong communication and interpersonal skills

Pluses, but not required

• CPA with Big 4 experience
• Experience with Zuora, Avalara, Stripe, FloQast, and Salesforce
• Experience with revenue recognition automation
• Experience with audit preparation/readiness (i.e. memo preparation/research)

Little more about the team:

You’ll join a Revenue Operations team that partners across the full go-to-market lifecycle, from pre-sales prospecting through closed-won business and into the broader customer journey. This role is designed for someone who enjoys turning data into direction: owning the tactical work that keeps the business running while also surfacing the insights that help teams make better decisions.

This is a strong opportunity for an experienced sales operations professional who wants to work across reporting, data hygiene, funnel analysis, forecasting support, and operational execution in a modern SaaS environment. You’ll help improve how revenue teams operate, support critical planning work, and contribute to emerging AI-enabled workflows that increase efficiency and decision quality.

What you’ll do in the role:

• Support the go-to-market organization with day-to-day sales operations execution across the sales cycle, from prospecting through signed contract
• Build, maintain, and improve reporting and dashboards that help teams understand pipeline health, funnel performance, forecasting, and rep effectiveness
• Drive strong data hygiene and operational consistency across core systems and workflows
• Analyze revenue data to identify trends, gaps, and actionable insights, and translate findings into clear recommendations for stakeholders
• Partner on strategic projects and process improvements that help the business scale more effectively
• Contribute to annual strategic planning activities such as territory planning, target review, and broader sales planning support
• Help advance the team’s use of AI and prompt-driven workflows by testing, refining, and improving practical use cases for business teams

What you’ll bring to the role:

• 4-7+  years of experience in sales operations, revenue operations, or go-to-market operations within a SaaS company
• Strong analytical ability, including experience working with CRM data, funnel metrics, pipeline reporting, forecasting, and performance analysis
• Demonstrated ability not just to build reports, but to interpret data and communicate what it means to the business
• Working knowledge of the full go-to-market funnel, including marketing-qualified leads/accounts, sales-qualified pipeline, stage progression, and revenue conversion metrics
• Experience with Salesforce; familiarity with tools such as HubSpot is helpful
• Strong data analysis skills, including medium to advanced Excel and comfort working with formulas and large datasets
• A baseline knowledge of  SQL and ability to work effectively with BI or reporting outputs; experience with Sigma dashboard building is a strong plus

Little more about the team:

You’ll join a high-performing, strategic sales team focused on moving Honeycomb further into the enterprise space. We’ve proven product-market fit, closed Fortune 500 logos, and built a pipeline that’s primed for the kind of enterprise sellers who know how to multi-thread, influence the C-suite, and navigate $500K–$1M+ ACV opportunities. This is not a role for a former mid-market rep trying to stretch—it’s built for enterprise closers who know the game and want to win it.

What you’ll do in the role:

• Own and drive complex, 6–12+ month sales cycles with Fortune 1000 and Global 2000 companies
• Build strategic, multi-threaded relationships across engineering, DevOps, observability, and procurement leadership
• Sell consultatively, bringing deep understanding of the customer’s business, technical landscape, and buying process
• Collaborate cross-functionally with Solutions Architects, Product, and Customer Success to shape high-value, tailored deals
• Deliver predictable pipeline growth, accurate forecasting, and exceed quota targets
• Represent Honeycomb at key industry events, conferences, and executive briefings

What you’ll bring to the role:

• 5+ years of full-cycle enterprise SaaS selling experience, ideally in DevOps, observability, or cloud infrastructure
• Proven ability to land $500K+ multi-year deals with complex buying committees
• Strong executive presence with the ability to influence C-level stakeholders across technical and non-technical roles
• Deep discovery, storytelling, and consultative selling expertise
• A track record of building champions and navigating enterprise buying cycles with precision
• Grit, ambition, and a bias for execution—someone who thrives in fast-paced, high-ownership environments
• Experience leveraging MEDDPICC, Command of the Message, or similar enterprise sales frameworks

Little more about the team:

The Solution Architecture team sits at the intersection of technology, customer advocacy, and revenue, working Honeycomb's most strategic opportunities. We partner with world-class engineering organizations to solve complex observability challenges and change how teams build and operate software. This is a team of hands-on technical leaders who want to shape major customer decisions, influence go-to-market strategy, and redefine what great technical selling looks like.

What you’ll do in the role:

• Own the technical strategy for complex sales opportunities, partnering closely with Account Executives and sales leadership to move deals forward.
• Lead discovery, solution design, and technical validation for customer environments with multiple stakeholders and competing requirements.
• Run complex evaluations and proofs of concept end-to-end, including success criteria, technical execution, risk identification, and debrief.
• Translate customer architectures into clear solution narratives that connect Honeycomb’s platform to engineering priorities and business outcomes.
• Deliver compelling demos, workshops, and technical presentations tailored to audiences ranging from practitioners to director-level stakeholders.
• Get hands-on when it matters: support instrumentation strategy, troubleshoot integration issues, and help customers prove value in real environments.
• Manage competitive evaluations and bake-offs with strong judgment, disciplined execution, and a clear point of view on Honeycomb’s differentiation.
• Identify technical and strategic risks across active deals and proactively adjust the evaluation approach when needed.
• Partner across Sales, Product, Field Engineering, Marketing, and DevRel to unblock deals and improve the overall go-to-market motion.
• Contribute reusable architectures, demo assets, and technical content that increase team effectiveness and scale best practices.
• Bring structured field insight back into the company to help inform product feedback, messaging, and technical strategy.
• Mentor more junior Solution Architects through collaboration, coaching, and shared learning.

What you’ll bring to the role:

• 5+ years of pre-sales, solution architecture, sales engineering, or customer-facing technical experience in B2B SaaS.
• Experience supporting complex technical sales cycles with multiple stakeholders, ideally in enterprise or commercial accounts with sophisticated engineering teams.
• Strong solutioning skills and the ability to turn ambiguous customer needs into clear technical approaches and evaluation plans.
• Deep working knowledge of observability, distributed systems, distributed tracing, and OpenTelemetry.
• Hands-on fluency with modern cloud environments, containers, Kubernetes, API-driven architectures, and at least one major cloud provider.
• Ability to troubleshoot instrumentation and integration issues across a range of languages, frameworks, and deployment patterns.
• Experience owning POCs or technical evaluations, including defining success criteria, managing risk, and driving toward measurable outcomes.
• Strong consultative communication skills, with the ability to tailor technical messaging across practitioners, architects, and director-level stakeholders.
• Credibility with developer, platform, SRE, and engineering-led audiences through both technical depth and business context.
• A clear point of view on Honeycomb’s value and differentiation in the observability landscape.
• Strong judgment, autonomy, and follow-through in fast-moving deal environments.
• A collaborative, low-ego working style with the ability to pull in cross-functional partners when the situation calls for it.
• A mentorship mindset and desire to make the team stronger through coaching, documentation, and reusable work.
• Familiarity with MEDDPICC or Command of the Message is a plus.
• Willingness to travel ~20% for customer engagements, field events, and internal collaboration.

Little more about the team:

The Solution Architecture team sits at the intersection of technology, customer advocacy, and revenue, working Honeycomb's most strategic opportunities. We partner with world-class engineering organizations to solve complex observability challenges and change how teams build and operate software. This is a team of hands-on technical leaders who want to shape major customer decisions, influence go-to-market strategy, and redefine what great technical selling looks like.

What you’ll do in the role:

• Own the technical strategy for complex sales opportunities, partnering closely with Account Executives and sales leadership to move deals forward.
• Lead discovery, solution design, and technical validation for customer environments with multiple stakeholders and competing requirements.
• Run complex evaluations and proofs of concept end-to-end, including success criteria, technical execution, risk identification, and debrief.
• Translate customer architectures into clear solution narratives that connect Honeycomb’s platform to engineering priorities and business outcomes.
• Deliver compelling demos, workshops, and technical presentations tailored to audiences ranging from practitioners to director-level stakeholders.
• Get hands-on when it matters: support instrumentation strategy, troubleshoot integration issues, and help customers prove value in real environments.
• Manage competitive evaluations and bake-offs with strong judgment, disciplined execution, and a clear point of view on Honeycomb’s differentiation.
• Identify technical and strategic risks across active deals and proactively adjust the evaluation approach when needed.
• Partner across Sales, Product, Field Engineering, Marketing, and DevRel to unblock deals and improve the overall go-to-market motion.
• Contribute reusable architectures, demo assets, and technical content that increase team effectiveness and scale best practices.
• Bring structured field insight back into the company to help inform product feedback, messaging, and technical strategy.
• Mentor more junior Solution Architects through collaboration, coaching, and shared learning.

What you’ll bring to the role:

• 5+ years of pre-sales, solution architecture, sales engineering, or customer-facing technical experience in B2B SaaS.
• Experience supporting complex technical sales cycles with multiple stakeholders, ideally in enterprise or commercial accounts with sophisticated engineering teams.
• Strong solutioning skills and the ability to turn ambiguous customer needs into clear technical approaches and evaluation plans.
• Deep working knowledge of observability, distributed systems, distributed tracing, and OpenTelemetry.
• Hands-on fluency with modern cloud environments, containers, Kubernetes, API-driven architectures, and at least one major cloud provider.
• Ability to troubleshoot instrumentation and integration issues across a range of languages, frameworks, and deployment patterns.
• Experience owning POCs or technical evaluations, including defining success criteria, managing risk, and driving toward measurable outcomes.
• Strong consultative communication skills, with the ability to tailor technical messaging across practitioners, architects, and director-level stakeholders.
• Credibility with developer, platform, SRE, and engineering-led audiences through both technical depth and business context.
• A clear point of view on Honeycomb’s value and differentiation in the observability landscape.
• Strong judgment, autonomy, and follow-through in fast-moving deal environments.
• A collaborative, low-ego working style with the ability to pull in cross-functional partners when the situation calls for it.
• A mentorship mindset and desire to make the team stronger through coaching, documentation, and reusable work.
• Familiarity with MEDDPICC or Command of the Message is a plus.
• Willingness to travel ~20% for customer engagements, field events, and internal collaboration.

Little more about the team:

The Solution Architecture team sits at the intersection of technology, customer advocacy, and revenue, working Honeycomb's most strategic opportunities. We partner with world-class engineering organizations to solve complex observability challenges and change how teams build and operate software. This is a team of hands-on technical leaders who want to shape major customer decisions, influence go-to-market strategy, and redefine what great technical selling looks like.

What you’ll do in the role:

• Drive technical strategy on Honeycomb's largest, most complex deals, partnering with Strategic AEs and Sales Leadership across the region.
• Lead discovery, solution design, and executive conversations that connect Honeycomb's platform to real engineering and business priorities.
• Own the technical win. Shape the success criteria, guide the POCs, run competitive bake-offs, and build stakeholder conviction from first call to close.
• Advise engineering leaders and executives at global enterprises on AI-era observability, modern operations, and how great teams build and run software.
• Turn complex customer environments into clear architectures and solution narratives that land with both developers and decision-makers.
• Leverage AI tools and get efficient and creative while maintaining accuracy and reliability. Human-in-the-loop is a real thing!
• Get hands-on when it matters. Instrument apps, unblock technical issues, and help customers prove outcomes in real environments. 
• Build things that scale: technical content, reusable demos, repeatable architectures, and bring thought leadership that makes the whole team better.
• Deliver demos, workshops, and presentations that move people, not just inform them.
• Work across Sales, Product, Marketing, Field Engineering, and DevRel to sharpen the go-to-market motion and improve how we show up for customers.
• Bring field signals back into the company. Help shape the product direction and demo strategy.
• Mentor peers and model the judgment and autonomy this role demands. Illustrate a clear path to broader leadership.

What you’ll bring to the role:

• 7+ years of pre-sales, solution architecture, or customer-facing technical experience in B2B SaaS. Ideally on strategic or enterprise accounts.
• A track record of winning complex, high-value deals with sophisticated buying committees and multiple technical stakeholders.
• Experience selling into developer, platform, SRE, or engineering-led organizations with the ability to earn credibility fast, with both technical depth and business fluency.
• Executive presence and the range to tailor your message from hands-on practitioners to the C-suite.
• Sharp solutioning skills: you whiteboard clearly, simplify complexity, and build compelling technical strategies for ambiguous, high-stakes situations.
• Hands-on fluency across modern cloud environments, CSPs, containers, Kubernetes, distributed systems, API-driven architectures.
• Strong working knowledge of observability, distributed tracing, and OpenTelemetry. You understand how modern teams instrument, troubleshoot, and optimize complex systems.
• Comfort navigating code and implementation details across languages and frameworks; enough to guide instrumentation and validation work directly.
• Strong instincts for unblocking deals, reframing challenges, and finding practical paths forward when things get ambiguous.
• Experience owning complex POCs and evaluations, defining success criteria, managing risk, and driving disciplined outcomes.
• A collaborative, cross-functional approach with experience influencing Product, Engineering, and GTM teams.
• A point of view on where observability, developer tooling, and AI-assisted workflows are headed and genuine enthusiasm for helping customers modernize.
• A mentorship and growth mindset: you share what you know, build reusable assets, and make the people around you better.
• Familiarity with MEDDPICC or Command of the Message is a plus.
• Willingness to travel ~20% for customer engagements, field events, and internal collaboration.

Little more about the team:

The Solution Architecture team sits at the intersection of technology, customer advocacy, and revenue, working Honeycomb's most strategic opportunities. We partner with world-class engineering organizations to solve complex observability challenges and change how teams build and operate software. This is a team of hands-on technical leaders who want to shape major customer decisions, influence go-to-market strategy, and redefine what great technical selling looks like.

What you’ll do in the role:

• Drive technical strategy on Honeycomb's largest, most complex deals, partnering with Strategic AEs and Sales Leadership across the region.
• Lead discovery, solution design, and executive conversations that connect Honeycomb's platform to real engineering and business priorities.
• Own the technical win. Shape the success criteria, guide the POCs, run competitive bake-offs, and build stakeholder conviction from first call to close.
• Advise engineering leaders and executives at global enterprises on AI-era observability, modern operations, and how great teams build and run software.
• Turn complex customer environments into clear architectures and solution narratives that land with both developers and decision-makers.
• Leverage AI tools and get efficient and creative while maintaining accuracy and reliability. Human-in-the-loop is a real thing!
• Get hands-on when it matters. Instrument apps, unblock technical issues, and help customers prove outcomes in real environments. 
• Build things that scale: technical content, reusable demos, repeatable architectures, and bring thought leadership that makes the whole team better.
• Deliver demos, workshops, and presentations that move people, not just inform them.
• Work across Sales, Product, Marketing, Field Engineering, and DevRel to sharpen the go-to-market motion and improve how we show up for customers.
• Bring field signals back into the company. Help shape the product direction and demo strategy.
• Mentor peers and model the judgment and autonomy this role demands. Illustrate a clear path to broader leadership.

What you’ll bring to the role:

• 7+ years of pre-sales, solution architecture, or customer-facing technical experience in B2B SaaS. Ideally on strategic or enterprise accounts.
• A track record of winning complex, high-value deals with sophisticated buying committees and multiple technical stakeholders.
• Experience selling into developer, platform, SRE, or engineering-led organizations with the ability to earn credibility fast, with both technical depth and business fluency.
• Executive presence and the range to tailor your message from hands-on practitioners to the C-suite.
• Sharp solutioning skills: you whiteboard clearly, simplify complexity, and build compelling technical strategies for ambiguous, high-stakes situations.
• Hands-on fluency across modern cloud environments, CSPs, containers, Kubernetes, distributed systems, API-driven architectures.
• Strong working knowledge of observability, distributed tracing, and OpenTelemetry. You understand how modern teams instrument, troubleshoot, and optimize complex systems.
• Comfort navigating code and implementation details across languages and frameworks; enough to guide instrumentation and validation work directly.
• Strong instincts for unblocking deals, reframing challenges, and finding practical paths forward when things get ambiguous.
• Experience owning complex POCs and evaluations, defining success criteria, managing risk, and driving disciplined outcomes.
• A collaborative, cross-functional approach with experience influencing Product, Engineering, and GTM teams.
• A point of view on where observability, developer tooling, and AI-assisted workflows are headed and genuine enthusiasm for helping customers modernize.
• A mentorship and growth mindset: you share what you know, build reusable assets, and make the people around you better.
• Familiarity with MEDDPICC or Command of the Message is a plus.
• Willingness to travel ~20% for customer engagements, field events, and internal collaboration.

Little more about the team:

The Solution Architecture team sits at the intersection of technology, customer advocacy, and revenue, working Honeycomb’s most strategic opportunities. We partner with world-class engineering organizations to solve complex observability challenges and change how teams build and operate software. This is a team of hands-on technical leaders who want to shape major customer decisions, influence go-to-market strategy, and redefine what great technical selling looks like.

What you’ll do in the role:

• Own the technical sales motion on a portfolio of mid-market to enterprise accounts across AMER, partnering closely with sales to drive deals forward.
• Lead discovery, solution design, and technical conversations that connect Honeycomb’s platform to real engineering and business priorities, from first call through close.
• Drive the technical win. Define success criteria, run POCs, navigate competitive evaluations, and build stakeholder confidence with engineering teams and technical buyers.
• Engage with engineering leaders, platform teams, and SRE organizations on observability best practices and AI-era workflows.
• Translate complex customer environments into clear architectures and solution narratives that resonate with both hands-on practitioners and technical decision-makers.
• Leverage AI tools to work efficiently and creatively while maintaining accuracy and reliability. Human-in-the-loop is a real thing!
• Get hands-on when it matters. Instrument applications, troubleshoot technical blockers, and help customers prove outcomes in real environments.
• Contribute to the team’s technical library: demos, solution frameworks, reference architectures, and repeatable assets that make the whole team more effective.
• Deliver demos, workshops, and technical presentations that create conviction.
• Collaborate across Sales, Product, Marketing, Field Engineering, and DevRel to strengthen the go-to-market motion and improve how we show up for customers.
• Bring customer and field signals back into the company. Contribute to roadmap conversations and help shape how we demo and position the product.
• Share what you know. Help onboard newer team members, document what works, and contribute to a culture of learning and continuous improvement.

What you’ll bring to the role:

• 5+ years of pre-sales, solution architecture, or customer-facing technical experience in B2B SaaS with a highly technical ICP, with a focus on enterprise or mid-market accounts.
• A consistent track record of winning competitive, multi-stakeholder deals with technical buyers and navigating complex evaluation processes.
• Experience selling into developer, platform, SRE, or engineering-led organizations , you earn technical credibility quickly and know how to bridge technical depth with business value.
• Strong executive presence with the ability to tailor your message from hands-on engineers to VP-level decision-makers.
• Sharp solutioning skills: you whiteboard clearly, simplify complexity, and craft compelling technical strategies even in ambiguous situations.
• Hands-on fluency across modern cloud environments, CSPs, containers, Kubernetes, distributed systems, and API-driven architectures.
• Solid working knowledge of observability, distributed tracing, and OpenTelemetry. You understand how modern teams instrument, troubleshoot, and optimize complex systems.
• Comfort navigating code and implementation details across common languages and frameworks , enough to guide instrumentation and validate technical approaches with customers.
• Strong instincts for unblocking deals, reframing challenges, and finding practical paths forward when things get ambiguous.
• Experience owning POCs and technical evaluations end-to-end: defining success criteria, managing risk, and driving to a clear outcome.
• A collaborative, cross-functional mindset with experience working alongside Product, Engineering, and GTM teams to improve how we go to market.
• A point of view on where observability, developer tooling, and AI-assisted workflows are headed , and genuine enthusiasm for helping customers modernize.
• A growth and contribution mindset: you share what you know, build reusable assets, and make the people around you better.
• Familiarity with MEDDPICC or Command of the Message is a plus.
• Willingness to travel ∼20% for customer engagements, field events, and internal collaboration.