Mid Market Account Executive

What We’re Building Honeycomb is a service for the near and present future, defining observability and raising expectations of what developer tools can do! We’re working with well known companies like HelloFresh, Slack, LaunchDarkly, and Vanguard and more across a range of industries. This is an exciting time in our trajectory, we’ve closed Series D funding, scaled past the 200-person mark, and were named to Forbes’ America’s Best Startups of 2022 and 2023! If you want to see what we’ve been up to, please check out these blog posts and Honeycomb.io press releases. Who We Are We come for the impact, and stay for the culture! We’re a talented, opinionated, passionate, fiercely inclusive, and responsible group of bees. We have conviction and we strive to live our values every day. We want our people to do what they truly love amongst a team of highly talented (but humble) peers. How We Work We are a fully distributed company, which means we believe it is not where you sit, but how you deliver that matters most. We invest in our people and care about how you orient to our culture and processes. At the same time we imbue a lot of trust, autonomy, and accountability from Day 1. #LI-Remote Little more about the team: We’re looking for an Account Executive (AE) to take advantage of our strong market position to drive sales. The ideal candidate will thrive in a fast-paced work environment that rewards initiative and judgment with autonomy and responsibility. You should love the thrill of the hunt, and should have experience bridging technical benefits with business cases What you’ll do in the role: • 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 SMB and mid-market and 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. What you’ll bring to the role: • 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 from prospect to close, particularly to engineering teams at small to medium sized accounts • A strong understanding of the software development lifecycle, preferably gained by selling software products that target a part of it • Experience working with customer champion to scope an achievable, valuable POC to appeal to the buyer • Demonstrated ability to build effective territory plans and generate self-sourced opportunities within a defined territory • A true desire to see customers benefit from the investment they make with youAbility to leverage established relationships and proven sales techniques for success • Strong written/verbal communication skills, motivated, driven and results-oriented • Preferred experience in negotiation, presentation and closingYou share our values, and work in accordance with those values • Plus: Experience with MEDDPIC/ CoM On Target Earnings (OTE) based on level of experience (Base + Commission) $180,000—$210,000 USD Base Salary based on level of experience $90,000—$105,000 USD What you'll get when you join the Hive: • A stake in our success - generous equity with employee-friendly stock program • It’s not about how strong of a negotiator you are - our pay is based on transparent levels relative to experience • Time to recharge with unlimited PTO • A distributed-first mindset and culture (really!) • Home office, co-working, and internet stipend • Full benefits coverage for employees, with additional coverage available for dependents • Up to 16 weeks of paid parental leave, regardless of path to parenthood • Annual development allowance • And much more... Please note we cannot currently sponsor or support visa transfers at this time. Additionally, in compliance with applicable law, all persons hired will be required to verify identity and eligibility to work. Phishing and Recruitment Scam Warning: We take your security seriously. Please be aware that recruitment scams are increasingly common and scammers may create email addresses or websites to impersonate Honeycomb employees. To help protect you: • All communications will come from an @honeycomb.io email address • We occasionally work with external recruiting agencies. These partners will use legitimate business email addresses—never personal accounts like Gmail or Yahoo. • Our recruiting process will never ask you to provide financial or sensitive personal information, including but not limited to: • Social security or tax identification numbers • Credit card numbers • Bank account information Diversity & Accommodations: We're committed to building a diverse, inclusive, and equitable workplace—where people of all backgrounds, identities, experiences, and abilities are welcomed, valued, and supported. We recognize that there is no single path to success and embrace nontraditional career journeys and diverse perspectives as key to building stronger, more innovative teams. We strive to ensure an inclusive experience throughout every stage of our hiring process and are happy to provide reasonable accommodations as needed. If you require accommodations or accessible formats at any point during our hiring process, please let your recruiter know. As an equal opportunity employer our hiring process is designed to put you at ease and help you show your best work. If there’s anything we can do to improve your experience, we’re always open to feedback. Privacy Notice: If you apply for a job at Honeycomb and your application is unsuccessful (or you withdraw from the process or decline our offer), Honeycomb will retain your information after your application for a period of time in accordance with local laws. We retain this information for various reasons, including in case we face a legal challenge in respect of a recruitment decision, to consider you for other current or future jobs at Honeycomb, and to help us better understand, analyze and improve our recruitment processes. For more information regarding our privacy practices please see the Honeycomb Privacy Notice. If you do not want us to retain your information for consideration for other roles, or want us to update it, please contact privacy@honeycomb.io. Please note, however, that we may retain some information if required by law or as necessary to protect ourselves from legal claims.