Mid Market Account Executive

Summary

Join Honeycomb, the observability platform, as an Account Executive to drive sales in a fast-paced environment that rewards initiative and judgment with autonomy and responsibility.

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