Senior Solution Architect: Observability & AI Strategy

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 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,