United States onlyWhat We’re Building
Honeycomb is a service for the near and present future, defining observability and raising expectations of what developer tools can do! We’re working with well known companies like HelloFresh, Slack, LaunchDarkly, and Vanguard and more across a range of industries. This is an exciting time in our trajectory, we’ve closed Series D funding, scaled past the 200-person mark, and were named to Forbes’ America’s Best Startups of 2022 and 2023!
If you want to see what we’ve been up to, please check out these blog posts and Honeycomb.io press releases.
Who We Are
We come for the impact, and stay for the culture! We’re a talented, opinionated, passionate, fiercely inclusive, and responsible group of bees. We have conviction and we strive to live our values every day. We want our people to do what they truly love amongst a team of highly talented (but humble) peers.
How We Work
We are a remote-first company, which means we believe it is not where you sit, but how you deliver that matters most. We invest in our people and care about how you orient to our culture and processes. At the same time we imbue a lot of trust, autonomy, and accountability from Day 1.
Little more about the team:
Our Solution Architecture (SA) organization sits within Customer Success and owns the full lifecycle: pre‑sales Solutions Architects and post‑sales Customer Success Architects. We partner tightly with Sales, Product, Engineering, Support, Security, and RevOps to win complex enterprise deals and ensure durable value realization post‑sale. You will lead, coach, and scale a high-impact global team across AMER, EMEA, and APAC—building the operating model, playbooks, and standards that make Honeycomb the easiest and most trusted observability platform to adopt at scale.
What you’ll do in the role:
Healthy and Inclusive team builder
- Build and lead a diverse, high‑performing global SA organization (managers and ICs) spanning pre‑ and post‑sales.Set a culture of mentorship, growth, and peer learning across geographies.
- Strategic thinking that moves mountains
- Develop partner strategy with hyperscalers, define co‑sell/implement motions and joint enablement.
- Create enterprise‑grade reference architectures, security/trust packages, and a standardized POV/POC methodology with clear exit criteria and success metrics.
- Design the global coverage model (capacity, AMER/EMEA/APAC) and headcount plan aligned to pipeline and install base.
Courageous communicator and motivator
- Act as executive technical sponsor with C‑suite and senior architects at strategic accounts; make clear go/no‑go calls.
- Lead from the front during escalations and high‑stakes evaluations; align Sales, CS, Product, and Engineering when plans change.
- Represent Honeycomb at executive briefings, industry events, and analyst interactions; elevate our enterprise technical brand and thought leadership presence.
Develops self and others
- Invest in your own depth on observability, distributed systems, and enterprise security; model continuous learning and coach managers to do the same.
- Help to stand up a world‑class enablement program for SAs/CSAs (onboarding, certifications, domain pathways) and field readiness for Sales/CS on new enterprise capabilities.
- Establish an internal Architecture
- Guild for peer review, design standards, and knowledge sharing; codify best practices into playbooks and training.
Think like an owner
- Own function‑level KPIs with RevOps: enterprise win rate, POV/POC conversion, ACV uplift, attach rate, cycle‑time compression; post‑sale TTV, adoption, expansion revenue, NRR.
- Forecast and allocate SA capacity to highest‑value opportunities; align investments to ARR/NRR impact and customer outcomes.
- Design operating mechanisms (QBRs, forecast and portfolio reviews) that tie activities to measurable results.
Align with Company Goals
- Translate our upmarket strategy into an SA operating model (coverage, headcount plan, enablement, and playbooks) that ties directly to company and GTM OKRs.
- Create a tight feedback loop with Product Engineering so enterprise requirements and field learnings inform roadmap, readiness standards, and launch plans.
- Partner with Marketing and Sales Enablement to build enterprise narratives, competitive positioning, and differentiated C‑level demos.
What you’ll bring to the role:
- 12+ years in Solutions/Sales/Customer Architecture or Solutions Engineering, with 5+ years building and leading multi‑region teams; track record owning both pre‑ and post‑sales architecture.
- Proven success scaling an SA/SE function for complex, cloud‑native platforms (observability, data platforms, or developer infrastructure) and selling to true enterprise.
- Executive presence with the ability to influence CxO/Chief Architect audiences; superb written, visual, and verbal communication.
- Depth in distributed systems, cloud architectures, integration patterns, performance/reliability, and security compliance; ability to guide hands‑on POVs/POCs when needed.Builder mindset: established reference architectures, security/trust collateral, POC standards, and reusable content systems that improved win rates and time‑to‑value.
- Metrics‑driven operator who partners with RevOps/Finance on capacity planning, forecasting, dashboards, and ROI analyses.
- Cross‑functional leadership: history of tight alignment with Sales, CS, Product, and Engineering to shape roadmap and accelerate customer outcomes.
- Demonstrated ability to recruit, mentor, and scale teams during high-growth phases, including building leadership bench strength.
Nice to have: experience in observability at scale (metrics, events, logs, traces, SLOs) and leading partner programs with hyperscalers/GSIs.
On Target Earnings (OTE) based on level of experience (Base + Commission)
$260,000$315,000 USD
Base Salary based on level of experience
$200,000$245,000 USD
What you'll get when you join the Hive:
- 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
- Full benefits coverage for employees, with additional coverage available for dependents
- Up to 16 weeks of paid parental leave, regardless of path to parenthood
- Annual development allowance
- And much more...
Please note we cannot currently sponsor or support visa transfers at this time. Additionally, in compliance with applicable law, all persons hired will be required to verify identity and eligibility to work.
Phishing and Recruitment Scam Warning:
We take your security seriously. Please be aware that recruitment scams are increasingly common and scammers may create email addresses or websites to impersonate Honeycomb employees. To help protect you:
- All communications will come from an @honeycomb.io email address
- We occasionally work with external recruiting agencies. These partners will use legitimate business email addresses—never personal accounts like Gmail or Yahoo.
- Our recruiting process will never ask you to provide financial or sensitive personal information, including but not limited to:
- Social security or tax identification numbers
- Credit card numbers
- Bank account information
Diversity Accommodations:
We're committed to building a diverse, inclusive, and equitable workplace—where people of all backgrounds, identities, experiences, and abilities are welcomed, valued, and supported. We recognize that there is no single path to success and embrace nontraditional career journeys and diverse perspectives as key to building stronger, more innovative teams.
We strive to ensure an inclusive experience throughout every stage of our hiring process and are happy to provide reasonable accommodations as needed. If you require accommodations or accessible formats at any point during our hiring process, please let your recruiter know.
As an equal opportunity employer our hiring process is designed to put you at ease and help you show your best work. If there’s anything we can do to improve your experience, we’re always open to feedback.
Privacy Notice:
If you apply for a job at Honeycomb and your application is unsuccessful (or you withdraw from the process or decline our offer), Honeycomb will retain your information after your application for a period of time in accordance with local laws. We retain this information for various reasons, including in case we face a legal challenge in respect of a recruitment decision, to consider you for other current or future jobs at Honeycomb, and to help us better understand, analyze and improve our recruitment processes.
For more information regarding our privacy practices please see the Honeycomb Privacy Notice.
If you do not want us to retain your information for consideration for other roles, or want us to update it, please contact privacy@honeycomb.io. Please note, however, that we may retain some information if required by law or as necessary to protect ourselves from legal claims.
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