Remote Enterprise Account Executive

Summary

Join Honeycomb as an Account Executive (AE) to drive sales in a fast-paced environment, leveraging technical benefits with business cases. The ideal candidate will thrive in autonomy and responsibility, with experience bridging technical benefits with business cases.

Requirements

• 5+ years of experience in a closing role at a SaaS Solution
• Strong focus and success in out bounding and leading the sales motion within Enterprise accounts
• 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. Proven ability to deepen the relationship with technical buyers as well as the ability to engage with Economic buyers with in an Enterprise
• Experience working within a Sales Methodology, preferably Command of the Message and MEDDPICC
• Understanding the importance and impact of being able to team effectively with cross functional partners
• A true desire to see customers benefit from the investment they make with you
• Able to provide high degree of major account management and control
• Work under minimal supervision on complex projects
• Ability to leverage established relationships and proven sales techniques for success
• Effective communicator (written/verbal), strong interpersonal skills
• Motivated, driven and results oriented
• Excellent negotiation, presentation and closing skills

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
• 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

Benefits

• OTE for this role is $250,000- 300,000 based on level of experience ( Base+ Commission)
• A stake in our success - generous equity with employee-friendly stock program
• It’s not about how strong of a negotiator you are - our pay is based on transparent levels relative to experience
• 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