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Honeycomb is a Series D-funded observability platform used by leading companies like Slack, HelloFresh, LaunchDarkly, and Vanguard. The company is fully distributed and has scaled past 200 employees, recently named to Forbes' America's Best Startups for 2022 and 2023.
You will drive sales for Honeycomb's observability platform, targeting SMB and mid-market accounts. Your core responsibilities include prospecting and developing opportunities, conducting discovery calls and technical demos with engineering audiences, and translating technical benefits into business ROI. You'll navigate from individual contributors to decision makers, manage full sales cycles from prospect to close, and develop expansion opportunities within the existing customer base.
Key activities include articulating product value propositions tailored to customer use cases, conducting territory planning and self-sourced prospecting, managing pipeline visibility in Salesforce, and coordinating cross-functional teams (Engineering, Marketing, Product, Customer Success) to support sales cycles. You'll also contribute to post-mortem analysis on wins and losses, provide account leadership through implementation and adoption phases, and serve as the voice of the customer for product feedback.
You should have 2–3 years of SaaS sales experience, ideally in APM, monitoring, or log management platforms, with a track record of exceeding quota. You need a strong understanding of the software development lifecycle, experience scoping POCs with customer champions, and the ability to build effective territory plans. Strong communication skills, negotiation experience, and familiarity with MEDDPIC or similar methodologies are valued. Above all, you should be motivated, results-oriented, and genuinely invested in customer success.
