Director, EMEA Partnerships

Honeycomb.io; United States; Remote; GBP 70,000 - 110,000; Full time

Benefits offered by this job

Equity stake

Unlimited PTO

Home office stipend

Full benefits

Parental leave

Development allowance

Job summary

Honeycomb.io is seeking a partnerships leader to own the EMEA strategy, working with AWS and other software partners to drive pipeline and revenue across Europe. You will shape in-field programs, coordinate with sales and marketing, and build executive relationships while operating in a distributed, remote environment.

You will manage cross-time-zone collaboration, advance GTM initiatives with partners, and report progress through Salesforce.

Qualifications

• AWS experience and partnerships background.
• Experience creating pipeline through partners.
• Experience collaborating with sales and marketing to hit goals.
• Ability to develop and execute strategy with C-suite teams.

Responsibilities

• Lead the AWS relationship in EMEA from first meeting to close.
• Serve as partner expert for EMEA sellers; contribute to pipeline reviews.
• Build and run co-sell and co-marketing programs with partners.
• Lead partner enablement and field events (AWS workshops, sponsorships).
• Identify European partners for joint selling opportunities.
• Define EMEA partnership priorities and investments.
• Develop executive relationships with partners in EMEA.
• Track partner-sourced/partner-influenced pipeline in Salesforce.

Skills

AWS experience

Partnerships

Business development

GTM strategy

C-suite engagement

Time-zone independence

Tools

Salesforce

Job description

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!

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

A little more about the team

The Honeycomb partnerships team creates pipeline and revenue with our strategic partners, and we’re hiring our first leader in EMEA. Most of our spend is on AWS, so Amazon is the first and most important partner for this role. You’ll also work with our software partners (like Anthropic and Checkly) and our services and channel partners. You’ll be the local presence for Honeycomb in market, working daily with our EMEA sales and marketing teams. You’ll shape the in-field EMEA strategy and execution, with room to decide where we invest. You won’t be starting from scratch, because integrations and programs are already in place. As the partner business grows, there will be room to build a team in EMEA.

What you’ll do in the role

• Lead the Honeycomb and AWS relationship in EMEA, working with AWS teams from the first meeting through deal close.
• Be the partner expert for EMEA sellers. Join pipeline reviews and rep 1:1s, and bring ideas that find new deals or move existing ones faster.
• Build and run co-sell and co-marketing programs with software, services and channel partners to create and convert pipeline.
• Lead channel field enablement and field events with strategic partners, including AWS workshops and partner sponsorships at our events.
• Review the software integrations we’ve already built and find European partners where joint selling could grow.
• Define EMEA partnership priorities, including where to invest and where not to.
• Build executive relationships with partners in the EMEA market.
• Track partner-sourced and partner-influenced pipeline in Salesforce, and report on progress toward pipeline and revenue goals.

What you’ll bring to the role

• Hands-on AWS experience, selling with or partnering with AWS, ideally from a sales role.
• A business development or partnership background, with a record of creating pipeline through partners.
• Experience working with sales and marketing teams to hit GTM and quota goals.
• Experience developing and executing strategy with internal and external C-suite teams.
• The ability to work on your own across time zones, make decisions and manage ambiguity.
• A strong point of view on how Honeycomb adds value to our partners’ customers, and how they add value to ours.
• The ability to see what partners need, such as more consumption or new customers, and build programs around it.
• Observability experience, or experience at a partner in the observability space (nice to have).

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

Base Salary based on level of experience

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.

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.

If you do not want us to retain your information, or want us to update it, please contact [e-mail] . Please note, however, that we may retain some information if required by law or as necessary to protect ourselves from legal claims.