honeycomb.io

Compensation

Full Description

Job Description: • Build and lead a diverse, high‑performing global SA organization (managers and ICs) spanning pre‑ and post‑sales.Set a culture of mentorship, growth, and peer learning across geographies. • Strategic thinking that moves mountains • Develop partner strategy with hyperscalers, define co‑sell/implement motions and joint enablement. • Create enterprise‑grade reference architectures, security/trust packages, and a standardized POV/POC methodology with clear exit criteria and success metrics. • Design the global coverage model (capacity, AMER/EMEA/APAC) and headcount plan aligned to pipeline and install base. • Act as executive technical sponsor with C‑suite and senior architects at strategic accounts; make clear go/no‑go calls. • Lead from the front during escalations and high‑stakes evaluations; align Sales, CS, Product, and Engineering when plans change. • Represent Honeycomb at executive briefings, industry events, and analyst interactions; elevate our enterprise technical brand and thought leadership presence. • Invest in your own depth on observability, distributed systems, and enterprise security; model continuous learning and coach managers to do the same. • Help to stand up a world‑class enablement program for SAs/CSAs (onboarding, certifications, domain pathways) and field readiness for Sales/CS on new enterprise capabilities. • Establish an internal Architecture Guild for peer review, design standards, and knowledge sharing; codify best practices into playbooks and training. • Own function‑level KPIs with RevOps: enterprise win rate, POV/POC conversion, ACV uplift, attach rate, cycle‑time compression; post‑sale TTV, adoption, expansion revenue, NRR. • Forecast and allocate SA capacity to highest‑value opportunities; align investments to ARR/NRR impact and customer outcomes. • Design operating mechanisms (QBRs, forecast and portfolio reviews) that tie activities to measurable results. • Translate our upmarket strategy into an SA operating model (coverage, headcount plan, enablement, and playbooks) that ties directly to company and GTM OKRs. • Create a tight feedback loop with Product & Engineering so enterprise requirements and field learnings inform roadmap, readiness standards, and launch plans. • Partner with Marketing and Sales Enablement to build enterprise narratives, competitive positioning, and differentiated C‑level demos. Requirements: • 12+ years in Solutions/Sales/Customer Architecture or Solutions Engineering, with 5+ years building and leading multi‑region teams; track record owning both pre‑ and post‑sales architecture. • Proven success scaling an SA/SE function for complex, cloud‑native platforms (observability, data platforms, or developer infrastructure) and selling to true enterprise. • Executive presence with the ability to influence CxO/Chief Architect audiences; superb written, visual, and verbal communication. • Depth in distributed systems, cloud architectures, integration patterns, performance/reliability, and security & compliance; ability to guide hands‑on POVs/POCs when needed.Builder mindset: established reference architectures, security/trust collateral, POC standards, and reusable content systems that improved win rates and time‑to‑value. • Metrics‑driven operator who partners with RevOps/Finance on capacity planning, forecasting, dashboards, and ROI analyses. • Cross‑functional leadership: history of tight alignment with Sales, CS, Product, and Engineering to shape roadmap and accelerate customer outcomes. • Demonstrated ability to recruit, mentor, and scale teams during high-growth phases, including building leadership bench strength.Nice to have: experience in observability at scale (metrics, events, logs, traces, SLOs) and leading partner programs with hyperscalers/GSIs. Benefits: • 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 - Unlimited PTO and paid sabbatical • A remote-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...