Senior Director, Sales- West

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 What you’ll do in the role: Healthy and inclusive team builder • Create a high-performance culture across your region by fostering collaboration, trust, and open communication within a diverse sales team. • Encourage healthy conflict resolution and empower team members to learn from each other while maintaining mutual respect. Strategic thinking that moves mountains • Develop and execute a regional sales strategy (territory plans, pipeline development) that aligns with Honeycomb’s broader revenue and growth objectives. • Analyze market trends and customer insights to inform forecasts, refine the approach, and accelerate decision-making to drive sustained growth. Courageous communicator and motivator • Communicate vision and direction clearly, ensuring your team understands evolving strategies, product updates, and priority changes. • Foster transparency and honesty by regularly offering and soliciting direct, constructive feedback that keeps the team motivated and on track. Develops self and others • Mentor and coach a regional sales team (including Account Executives, potentially SDRs/BDRs) by setting individualized growth plans and skill-development goals. • Invest in your own learning (market knowledge, leadership best practices) to elevate both your personal impact and the overall team’s capabilities. Think like an owner • Manage the entire sales cycle—from prospecting to negotiation to close—while keeping cross-functional success in mind (collaborating with Marketing, Solutions Engineering, and Customer Success). • Demonstrate budget and resource stewardship by making data-driven decisions that support Honeycomb’s mission and yield strong ROI. Align with company goals • Meet and exceed sales targets by aligning regional initiatives with Honeycomb’s strategic imperatives. • Track metrics and performance (pipeline coverage, forecast accuracy) to ensure progress toward both quarterly and annual revenue goals, reporting regularly to the CRO and other executives. What you’ll bring to the role: • Extensive sales management experience, ideally leading teams in high-growth SaaS or developer tools organizations. • Proven track record of meeting or exceeding multimillion-dollar quota targets at the director level. • Experience with enterprise sales cycles in a technical environment, including complex negotiations with multiple stakeholders. • Strong leadership and mentoring skills, with demonstrated success in building and developing inclusive, high-achieving sales teams. • Strategic territory planning and forecasting capabilities, with the ability to convert market data into actionable insights. • Exceptional communication, presentation, and relationship-building skills—both internally and externally. • Adaptability and resilience in a fast-evolving environment, with a willingness to learn new strategies, tools, and processes quickly. • Commitment to Honeycomb’s culture and manager principles, emphasizing respect, transparency, ownership, and high standards. On Target Earnings (OTE) based on level of experience (Base + Commission) $175,000—$200,000 USD Base Salary based on level of experience $175,000—$200,000 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.