Strategic Account Executive

Strategic Account Executive

Remote - United States

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:

Joining the Strategic Sales team is an opportunity to be at the forefront of the observability revolution, helping cutting-edge engineering teams solve their most complex performance challenges. As part of a high-impact, fast-growing company, you'll engage with forward-thinking customers, shape strategic deals, and work alongside a passionate team that values curiosity, transparency, and innovation. If you thrive in a dynamic environment, love tackling technical sales challenges, and want to be a key player in driving business growth, Honeycomb.io is the place to accelerate your career.

What you'll do in the role:

• Drive new business growth by actively identifying, qualifying, and closing high-value opportunities with global enterprise customers.
• Develop and maintain deep, consultative relationships with executive stakeholders (C-level and key decision-makers), articulating Honeycomb's observability value proposition.
• Own full-cycle sales from prospecting to contract negotiation and final close, collaborating cross-functionally with Sales Engineering, Marketing, and Customer Success.
• Create tailored account strategies for each major enterprise, leveraging market insights, usage data, and knowledge of complex tech stacks to showcase Honeycomb's ROI.
• Utilize MEDDPICC framework (Metrics, Economic Buyer, Decision Criteria, Decision Process, Paper Process, Identified Pain, Champion, and Competition) to qualify opportunities, forecast accurately, and drive deals to close.
• Develop and execute multi-threaded sales campaigns, engaging multiple decision-makers and influencers across different levels and functions within target accounts.
• Map out organizational hierarchies and buying committees to identify key stakeholders, champions, blockers, and decision-makers.
• Drive personalized outreach through a mix of channels (email, phone, social media, in-person meetings) to create meaningful engagement at multiple levels.
• Partner closely with the Sr. Director Strategic Accounts to refine sales methodologies, iterate on go-to-market plays, and ensure continuous improvement in the enterprise segment.
• Champion customer feedback to internal teams, influencing product and business strategies that help expand Honeycomb's presence in the global market.

What you'll bring to the role:

• Strong enterprise software sales experience with a proven track record of success closing multimillion-dollar deals, ideally in observability, cloud infrastructure, or developer tooling.
• Demonstrated ability to sell into complex, global accounts —navigating multiple stakeholders, managing lengthy sales cycles, and crafting custom solutions at scale.
• Strong relationship-building skills at the C-suite/executive level, showcasing adeptness in negotiations and strategic account planning.
• Exceptional presentation and communication skills with a consultative approach that educates and influences high-profile clients.
• Experience partnering with leadership (e.g., CRO, VP-level) to shape sales strategies, messaging, and pipeline coverage in rapidly evolving startup environments.
• Mastery of advanced sales methodologies and CRM platforms , with a proven track record of optimizing pipeline management, forecasting accuracy, and cross-functional collaboration.
• Creative and strategic approach to pipeline building , leveraging innovative prospecting techniques to engage multiple stakeholders across an organization.
• This role requires someone who can think beyond traditional outreach methods, utilizing a mix of personalized messaging, social selling, account-based marketing tactics, and data-driven insights to generate high-quality opportunities.

On Target Earnings (OTE) based on level of experience (Base + Commission)

$350,000 - $400,000 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
• 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, or want us to update it, please contact View email address on click.appcast.io . Please note, however, that we may retain some information