Remote Mid Market Account Executive

Summary

The job description is for an Account Executive position at Honeycomb, a remote-first company that provides an observability platform. The ideal candidate should have 2-3 years of experience in a SaaS selling environment, preferably at an APM, Monitoring or Log Management SaaS provider. The role involves conducting sales activities and navigating between technical and business decision makers.

Requirements

• 2-3 years of experience in a SaaS selling environment
• Experience developing and/or managing full sales cycles to engineering teams at small to medium customers, especially with a land-and-expand pattern
• A strong understanding of the software development life cycle, preferably gained by selling software products that target a part of it
• Experience managing a sale that involves technical integration prior to purchase
• Experience working with customer champion to scope an achievable, valuable POC to appeal to the buyer

Responsibilities

• Articulate the Honeycomb product value proposition and tailor our ROI message to the customer’s discovered use case
• Conduct sales activities including prospecting and developing opportunities within mid-market and large accounts
• Conduct discovery calls, presentations, and demos with a technical audience, while driving the conversation towards ROI and business pain
• Navigate from individual contributors and practitioners to technical and business decision makers in the account
• Focus on customers’ satisfaction. Know the customer’s business and workflows, develop proper contact network within accounts
• Develop expansion opportunities from our existing customer base to land upsells
• Provide timely and accurate forecasts, based on evidence and not hope, and clear visibility on sales and revenue performance by actively handling your pipeline of opportunities
• Leverage and coordinate cross-functional internal teams (Engineering, Marketing, Product, Customer Success) to efficiently navigate sales cycles
• Track all opportunity and customer details including use case, purchase time frames, next steps, and forecasting in Salesforce
• Work strategically with management to identify trending opportunities/challenges, and provide recommended solutions
• Work with management to build strategic territory and account plans
• Contribute to post-mortem analysis on wins/losses
• Provide account leadership and direction in the pre- and post-sales process
• Ensure the successful implementation and adoption of Honeycomb through strong account management activities and coordination with pre-and-post sales engineering and support resources
• Be the voice of the customer by contributing product ideas
• Travel as necessary to accounts in order to develop relationships and close large opportunities

Preferred Qualifications

Preferred location- EAST COAST

Benefits

• OTE (range) of $175,000 - $250,000
• A stake in our success - generous equity with employee-friendly stock program
• Compensation benchmarked to San Francisco market - no matter where you live (or move)!
• 401k plan to help you plan for your future
• A remote-first mindset and culture (really!)
• 100% employee coverage for Health, Dental, Vision, Life and Disability insurance and 75% for dependents
• Time to Recharge - In addition to our Unlimited PTO policy, we provide ~23 days off through out the year. This includes a company wide break at the end of the year, and we honor having at least one three day weekend a month (if there is not already a locally observed holiday that month, we add one!)
• Pick Your Perk - $600 a year to spend on the perks that you care about most
• Work Life Balance and Flexible Schedule options
• $500 Home Setup Stipend
• $200 Reimbursement for Cell/Wifi/CoWorking
• $1500+ Annual Professional Development Allowance
• Up to 16 weeks of paid parental leave, regardless of path to parenthood
• Maven Inclusive Family-Building benefit including unlimited virtual appointments, coaches & counselors, and $10K ‘wallet’ to support adoption, surrogacy, IVF, egg freezing and fertility preservation
• Modern Health well-being benefit including mental health support, primary care, and resources for family planning and fertility
• Semi-annual performance conversations
• Annual compensation review