Strategic Account Executive

Honeycomb; United States; Hybrid; USD 150,000 - 230,000; Full time

Benefits offered by this job

Medical coverage

Unlimited PTO

401K retirement plans

Life insurance

Paid parental leave

Equity stake

Development stipend

Home office stipend

Job summary

Honeycomb is seeking an experienced Enterprise Sales professional to drive strategic deals with global enterprise customers. You will own full-cycle sales, from prospecting to contract close, and develop executive relationships with C-level stakeholders.

You will map buying committees, craft multi-threaded engagement plans, and collaborate with Sales Engineering, Marketing, and Customer Success to install Honeycomb’s observability value proposition across large organizations.

Qualifications

• Experience selling enterprise software to large organizations in observability, cloud infrastructure, or developer tooling.
• Proven track record closing multimillion-dollar deals.
• Strong ability to navigate complex buying committees and long sales cycles.

Responsibilities

• Identify, qualify, and close high-value enterprise opportunities.
• Develop executive-level relationships with CIOs, CTOs, and other decision-makers.
• Own full-cycle sales from prospecting to contract close with cross-functional collaboration.
• Map buying committees and craft multi-threaded engagement strategies across accounts.

Skills

Strategic selling

Enterprise sales

C-suite negotiations

MEDDPICC

Forecasting accuracy

Tools

Salesforce

Job description

• Joining the Strategic Sales team is an opportunity to be at the forefront of the observability revolution, helping cutting-edge engineering teams solve their most complex performance challenges
• As part of a high-impact, fast-growing company, you’ll engage with forward-thinking customers, shape strategic deals, and work alongside a passionate team that values curiosity, transparency, and innovation
• Drive new business growth by actively identifying, qualifying, and closing high-value opportunities with global enterprise customers
• Develop and maintain deep, consultative relationships with executive stakeholders (C-level and key decision-makers), articulating Honeycomb’s observability value proposition
• Own full-cycle sales from prospecting to contract negotiation and final close, collaborating cross-functionally with Sales Engineering, Marketing, and Customer Success
• Create tailored account strategies for each major enterprise, leveraging market insights, usage data, and knowledge of complex tech stacks to showcase Honeycomb’s ROI
• Utilize MEDDPICC framework (Metrics, Economic Buyer, Decision Criteria, Decision Process, Paper Process, Identified Pain, Champion, and Competition) to qualify opportunities, forecast accurately, and drive deals to close
• Develop and execute multi-threaded sales campaigns, engaging multiple decision-makers and influencers across different levels and functions within target accounts
• Map out organizational hierarchies and buying committees to identify key stakeholders, champions, blockers, and decision-makers
• Drive personalized outreach through a mix of channels (email, phone, social media, in-person meetings) to create meaningful engagement at multiple levels
• Partner closely with the Sr. Director Strategic Accounts to refine sales methodologies, iterate on go-to-market plays, and ensure continuous improvement in the enterprise segment
• Champion customer feedback to internal teams, influencing product and business strategies that help expand Honeycomb’s presence in the global market

Benefits

• 100% covered medical, dental, vision, HSA, FSA, disability, and more
• Unlimited PTO, synchronous company break, paid sabbatical, and expressed minimum for time to recharge
• 401K retirement plans and fully paid life insurance
• Up to 16 weeks paid leave regardless of path to parenthood; flexible hours for returning parents and caregivers
• $10K to cover gaps in insurance, in support of adoption, surrogacy, preservation, and family-planning costs
• $600 per year to spend on the perks you care for most
• A stake in our success
• Generous new hire equity, and refresh grants
• Annual $1,500 development stipend; funding for cognitive coaching; and a focus on career pathing
• $500 new hire home setup stipend and $200/mo for wifi, phone and co-working

You thrive in a dynamic environment, love tackling technical sales challenges, and want to be a key player in driving business growth,Experience partnering with leadership (e.g., CRO, VP-level) to shape sales strategies, messaging, and pipeline coverage in rapidly evolving startup environmentsExceptional presentation and communication skills with a consultative approach that educates and influences high-profile clientsCreative and strategic approach to pipeline building, leveraging innovative prospecting techniques to engage multiple stakeholders across an organizationStrong enterprise software sales experience with a proven track record of success closing multimillion-dollar deals, ideally in observability, cloud infrastructure, or developer toolingStrong relationship-building skills at the C-suite/executive level, showcasing adeptness in negotiations and strategic account planningThis role requires someone who can think beyond traditional outreach methods, utilizing a mix of personalized messaging, social selling, account-based marketing tactics, and data-driven insights to generate high-quality opportunitiesDemonstrated ability to sell into complex, global accounts—navigating multiple stakeholders, managing lengthy sales cycles, and crafting custom solutions at scaleMastery of advanced sales methodologies and CRM platforms, with a proven track record of optimizing pipeline management, forecasting accuracy, and cross-functional collaboration.