Head Of Sales

Summary

Join Honeycomb as the Head of Sales for EMEA and own the success of our sales organization across Europe, the Middle East, and Africa, primarily focusing on the UK and Continental Europe. Build and lead a high-performing team of Account Executives, driving the growth of our SaaS-based observability platform. This role offers a unique opportunity to shape EMEA sales strategy and execution, directly impacting company growth. You will create a cohesive sales culture, ensure disciplined execution, and deliver sustained business growth. Cross-functional collaboration is key to aligning efforts and amplifying customer outcomes. We seek a dynamic and proven sales leader who can inspire teams, navigate complex sales cycles, and deliver exceptional results in a fast-paced, technical environment.

Requirements

• Proven Leadership: 10+ years of enterprise sales experience, with at least 5 years in a sales leadership role managing geographically distributed teams
• Team Builder: Experience building a high-performing, motivated sales team that exceeds ambitious revenue goals. Develop the next generation of sales leaders through mentorship and strategic vision
• Industry Knowledge: Deep familiarity with SaaS sales and selling technical solutions to technical buyers, particularly in DevOps, SRE, or Observability. Experience in usage based licensing models
• Methodical Execution: Mastery of sales methodologies such as MEDDICC, Command of the Message, Challenger selling
• Customer Engagement: Exceptional ability to engage, build relationships with, and influence C-level executives within large enterprise organizations
• Operational Excellence: Strong forecasting, reporting, and operational rigor to manage a data-driven sales organization. Partner cross-functionally to align customer-centric strategies that fuel long-term success
• Cultural Fit: A collaborative, transparent, and motivational leader who exemplifies ownership and accountability

Responsibilities

• Recruit, develop, and retain top-tier talent, ensuring a high-performing and motivated sales team
• Build and maintain a scalable go-to-market model that drives growth across diverse customer segments (large and mid market accounts)
• Define and execute the EMEA sales strategy, aligning with overall company goals
• Serve as the face of the company in EMEA, fostering relationships with key customers, partners, and stakeholders
• Stay informed on market trends and the competitive landscape to adapt strategies and capitalize on emerging opportunities
• Maintain deep knowledge of the product portfolio, ensuring the team can effectively communicate value propositions and differentiate offerings
• Engage and build strong relationships with prospects and customers through one on one and event based engagement
• Consolidate customer voice and feedback as the channel to the company for the needs of the EMEA customer base
• Partner with Marketing to align on campaigns, drive demand generation, support field events, and increase customer engagement
• Collaborate with Product and Customer Success to ensure customer needs are understood and exceeded throughout the customer lifecycle
• Advocate for customer feedback to inform product roadmap decisions
• Support our partner strategy in region, building and cultivating a strong network of go-to-market and implementation partners
• Provide consistent coaching and mentoring to Account Executives, cultivating their growth and readiness for greater responsibility
• Foster a culture of accountability, collaboration, and continuous learning
• Ensure predictable revenue growth through the disciplined application of sales methodologies such as MEDDICC and Command of the Message
• Drive our land and expand strategy in the region, meeting/exceeding new logo and expansion targets
• Oversee pipeline development, deal execution, and accurate forecasting to meet and exceed revenue targets
• Personally engage at C-level within key enterprise accounts, driving strategic opportunities and resolving escalations effectively

Benefits

• Base + Commission for this role is £290,000- £330,000 depending on level of experience
• A stake in our success - generous equity with employee-friendly stock program
• Time to recharge - Unlimited PTO and paid sabbatical
• A remote-first mindset and culture (really!)
• Home office, co-working, and internet stipend
• 100% employee/75% for dependents coverage for all benefits
• Up to 16 weeks of paid parental leave, regardless of path to parenthood
• Annual development allowance