Strategic Account Executive

Little more about the team

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. If you thrive in a dynamic environment, love tackling technical sales challenges, and want to be a key player in driving business growth, Honeycomb.io is the place to accelerate your career.

What you’ll do in the role

• 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.

What you’ll bring to the role

• Strong enterprise software sales experience with a proven track record of success closing multimillion-dollar deals, ideally in observability, cloud infrastructure, or developer tooling.
• Demonstrated ability to sell into complex, global accounts—navigating multiple stakeholders, managing lengthy sales cycles, and crafting custom solutions at scale.
• Strong relationship-building skills at the C-suite/executive level, showcasing adeptness in negotiations and strategic account planning.
• Exceptional presentation and communication skills with a consultative approach that educates and influences high-profile clients.
• Experience partnering with leadership (e.g., CRO, VP-level) to shape sales strategies, messaging, and pipeline coverage in rapidly evolving startup environments.
• Mastery of advanced sales methodologies and CRM platforms, with a proven track record of optimizing pipeline management, forecasting accuracy, and cross-functional collaboration.
• Creative and strategic approach to pipeline building, leveraging innovative prospecting techniques to engage multiple stakeholders across an organization.
• This 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 opportunities.