Senior Solution Architect

Honeycomb.io; United States; Remote; USD 186,000 - 225,000; Full time

Benefits offered by this job

Equity program

Unlimited PTO

Home office stipend

Full benefits package

Paid parental leave

Job summary

Honeycomb.io is seeking a senior pre-sales solutions architect to drive the technical sales motion across AMER mid-market to enterprise accounts. You will partner with sales to connect Honeycomb’s observability platform to engineering priorities, lead discovery, and run end-to-end technical evaluations.

You'll engage with platform teams, SREs, and engineers, translating complex environments into clear architectures and winning outcomes, while leveraging AI-assisted workflows and a strong

Qualifications

• 5+ years in pre-sales or solution architecture in B2B SaaS.
• Proven track record winning complex, multi-stakeholder deals.
• Experience selling to developer/platform/SRE/engineering-led orgs.
• Executive presence from hands-on engineers to VP-level leaders.
• Fluency with cloud environments, Kubernetes, distributed systems.
• Strong knowledge of observability and OpenTelemetry.

Responsibilities

• Own the technical sales motion across AMER mid-market to enterprise accounts.
• Lead discovery, solution design, and technical conversations end-to-end.
• Drive the technical win with defined success criteria and POCs.
• Engage with engineering leaders on observability practices and AI workflows.
• Translate customer environments into architectures and narratives.
• Leverage AI tools while maintaining accuracy and reliability.
• Hands-on when needed: instrument apps and troubleshoot blockers.
• Contribute demos, frameworks, and reference architectures.
• Deliver demos, workshops, and technical presentations.
• Collaborate with Sales, Product, Marketing, Field Engineering, and DevRel.
• Bring signals back to roadmap and help shape product demos.
• Mentor teammates and document best practices.

Skills

Pre-sales

Solution architecture

Enterprise sales

Cloud environments

Kubernetes

OpenTelemetry

APIs

Observability

AI workflows

Team collaboration

Tools

MEDDPICC

Job description

What We’re Building

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!

If you want to see what we’ve been up to, please check out these blog posts and Honeycomb.io press releases.

Who We Are

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.