Senior Solution Architect

honeycomb; United States; Remote; USD 130,000 - 180,000; Full time

Job summary

Honeycomb is seeking an experienced pre-sales professional to lead the technical motion for mid-market and enterprise customers across the Americas. You will connect observability challenges with practical architectures, guide evaluations from discovery through close, and articulate value to technical stakeholders.

You will collaborate with engineering, platform, and SRE teams on observability practices and AI-era workflows, while mentoring teammates and contributing to knowledge base and

Qualifications

• At least 5 years of experience in pre-sales, solution architecture, or another customer-facing technical role within B2B SaaS.
• Experience working with technically sophisticated mid-market or enterprise customers.
• Proven track record supporting competitive, multi-stakeholder deals and complex evaluation processes.
• Credibility with developer, platform, SRE, or engineering-led organizations, linking tech detail to business value.
• Strong communication and executive presence; ability to adapt from hands-on engineers to senior decision-makers.
• Ability to simplify complex systems and develop persuasive technical narratives.
• Comfort using AI tools with human oversight.

Responsibilities

• Own the technical motion for strategic accounts in partnership with sales.
• Lead discovery, architecture design, demonstrations, workshops, and technical presentations.
• Define evaluation success criteria, run proofs of concept, and guide competitive assessments.
• Work with engineering, platform, and site reliability teams on observability practices and AI-era workflows.
• Instrument applications, troubleshoot blockers, and help customers validate outcomes in realistic environments.
• Create reusable demos, reference architectures, solution frameworks, and technical enablement materials.
• Share customer feedback with product and collaborate across sales, marketing, field engineering, and developer relations.
• Mentor newer team members and contribute to technical documentation and team learning.

Skills

Pre-sales

Solution architecture

Customer facing

Executive presence

Technical storytelling

AI tools

Job description

Role overview

Lead the technical sales process for a portfolio of mid-market and enterprise customers across the Americas. You will connect complex observability challenges with practical architectures, guide evaluations from discovery through close, and help technical stakeholders understand the value of modern approaches to monitoring and operating software. The work combines solution design, customer advocacy, hands-on technical validation, and internal go-to-market influence.

Responsibilities

• Own the technical motion for strategic accounts in partnership with sales.
• Lead discovery, architecture design, demonstrations, workshops, and technical presentations.
• Define evaluation success criteria, run proofs of concept, and guide competitive assessments.
• Work with engineering, platform, and site reliability teams on observability practices and AI-era workflows.
• Instrument applications, troubleshoot blockers, and help customers validate outcomes in realistic environments.
• Create reusable demos, reference architectures, solution frameworks, and technical enablement materials.
• Share customer feedback with product and collaborate across sales, marketing, field engineering, and developer relations.
• Mentor newer team members and contribute to technical documentation and team learning.

Requirements

• At least 5 years of experience in pre-sales, solution architecture, or another customer-facing technical role within B2B SaaS.
• Experience working with technically sophisticated mid-market or enterprise customers.
• A record of supporting competitive, multi-stakeholder deals and complex evaluation processes.
• Credibility with developer, platform, SRE, or engineering-led organizations, with the ability to connect technical detail to business value.
• Strong communication and executive presence, adapting effectively from hands-on engineers to senior decision-makers.
• Ability to simplify complex systems, whiteboard clearly, and develop persuasive technical narratives.
• Comfort using AI tools thoughtfully while maintaining accuracy and human oversight.

Benefits and work setup

• Fully distributed, remote work environment with substantial autonomy and accountability.
• The role is aligned to accounts across the Americas and may involve collaboration with distributed teams.