Senior Solution Architect

honeycomb.io; Northern (KY); Hybrid; USD 185,000 - 225,000; Full time

Benefits offered by this job

Equity program

Unlimited PTO

Home office stipend

Full benefits package

Parental leave

Job summary

Honeycomb is hiring for a Senior Solution Architect (Pre‑Sales) to own the technical sales motion across mid‑market to enterprise in AMER. You’ll lead discovery, design solutions, run PoCs, and guide technical conversations tying Honeycomb’s platform to engineering priorities.

You’ll partner with Sales, Product, Marketing, and Field Engineering to build repeatable assets and strengthen our go‑to‑market. You will bring 5+ years in B2B SaaS pre‑sales, a track record of winning complex deals,

Qualifications

• 5+ years of pre‑sales, solution architecture, or customer-facing technical experience in B2B SaaS with an enterprise or mid‑market focus.
• Proven success winning competitive, multi‑stakeholder deals with technical buyers.
• Ability to bridge deep technical depth with business value for engineers and executives.
• Strong executive presence and ability to tailor messaging from hands‑on engineers to VP level.
• Hands‑on fluency with modern cloud environments, containers, Kubernetes, distributed systems, and APIs.

Responsibilities

• Own the technical sales motion for a portfolio across AMER, driving deals forward with sales.
• Lead discovery, design solutions, and run technical conversations aligning Honeycomb to customer priorities.
• Define success criteria, run PoCs, and navigate competitive evaluations.
• Engage with engineering leaders and SREs on observability best practices and AI workflows.
• Translate complex environments into clear architectures and narratives for technical buyers.
• Collaborate across Sales, Product, Marketing, and Field Engineering to strengthen go‑to‑market.
• Contribute to the technical library with demos, frameworks, and reference architectures.
• Deliver demos, workshops, and technical presentations to create conviction.

Skills

Pre‑sales experience

Solution architecture

B2B SaaS sales

Competitive deal wins

Executive presence

Cloud & Kubernetes

Observability & OpenTelemetry

Hands-on instrumentation

POCs & evaluations

Cross‑functional collaboration

MEDDPICC knowledge

Travel ~20%

Tools

MEDDPICC

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

Little more about the team:

The Solution Architecture team sits at the intersection of technology, customer advocacy, and revenue, working Honeycomb’s most strategic opportunities. We partner with world-class engineering organizations to solve complex observability challenges and change how teams build and operate software. This is a team of hands‑on technical leaders who want to shape major customer decisions, influence go-to-market strategy, and redefine what great technical selling looks like.

What you’ll do in the role:

• Own the technical sales motion on a portfolio of mid-market to enterprise accounts across AMER, partnering closely with sales to drive deals forward.
• Lead discovery, solution design, and technical conversations that connect Honeycomb’s platform to real engineering and business priorities, from first call through close.
• Drive the technical win. Define success criteria, run POCs, navigate competitive evaluations, and build stakeholder confidence with engineering teams and technical buyers.
• Engage with engineering leaders, platform teams, and SRE organizations on observability best practices and AI-era workflows.
• Translate complex customer environments into clear architectures and solution narratives that resonate with both hands-on practitioners and technical decision-makers.
• Leverage AI tools to work efficiently and creatively while maintaining accuracy and reliability. Human-in-the-loop is a real thing!
• Get hands‑on when it matters. Instrument applications, troubleshoot technical blockers, and help customers prove outcomes in real environments.
• Contribute to the team’s technical library: demos, solution frameworks, reference architectures, and repeatable assets that make the whole team more effective.
• Deliver demos, workshops, and technical presentations that create conviction.
• Collaborate across Sales, Product, Marketing, Field Engineering, and DevRel to strengthen the go-to-market motion and improve how we show up for customers.
• Bring customer and field signals back into the company. Contribute to roadmap conversations and help shape how we demo and position the product.
• Share what you know. Help onboard newer team members, document what works, and contribute to a culture of learning and continuous improvement.

What you’ll bring to the role:

• 5+ years of pre‑sales, solution architecture, or customer‑facing technical experience in B2B SaaS with a highly technical ICP, with a focus on enterprise or mid‑market accounts.
• A consistent track record of winning competitive, multi‑stakeholder deals with technical buyers and navigating complex evaluation processes.
• Experience selling into developer, platform, SRE, or engineering‑led organizations , you earn technical credibility quickly and know how to bridge technical depth with business value.
• Strong executive presence with the ability to tailor your message from hands‑on engineers to VP‑level decision‑makers.
• Sharp solutioning skills: you whiteboard clearly, simplify complexity, and craft compelling technical strategies even in ambiguous situations.
• Hands‑on fluency across modern cloud environments, CSPs, containers, Kubernetes, distributed systems, and API‑driven architectures.
• Solid working knowledge of observability, distributed tracing, and OpenTelemetry. You understand how modern teams instrument, troubleshoot, and optimize complex systems.
• Comfort navigating code and implementation details across common languages and frameworks , enough to guide instrumentation and validate technical approaches with customers.
• Strong instincts for unblocking deals, reframing challenges, and finding practical paths forward when things get ambiguous.
• Experience owning POCs and technical evaluations end‑to‑end: defining success criteria, managing risk, and driving to a clear outcome.
• A collaborative, cross‑functional mindset with experience working alongside Product, Engineering, and GTM teams to improve how we go to market.
• A point of view on where observability, developer tooling, and AI‑assisted workflows are headed , and genuine enthusiasm for helping customers modernize.
• A growth and contribution mindset: you share what you know, build reusable assets, and make the people around you better.
• Familiarity with MEDDPICC or Command of the Message is a plus.
• Willingness to travel ∼20% for customer engagements, field events, and internal collaboration.

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

$185,500 - $225,000 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.

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.