Mid Market Account Executive

This is a fully remote position, open to applicants in United States.

📋 Description

• Clearly define the value proposition of the Honeycomb product and customize our ROI message to align with the customer's identified use case. Collaborate with marketing to maintain a steady feedback loop from the field.

• Engage in sales activities such as prospecting and nurturing opportunities within SMB and mid-market accounts.

• Conduct discovery calls, presentations, and demonstrations for a technical audience, steering discussions towards ROI and addressing business pain points.

• Transition from engaging individual contributors and practitioners to influencing both technical and business decision-makers within the account.

• Prioritize customer satisfaction by understanding their business operations and workflows, and building an appropriate contact network within accounts.

• Identify expansion opportunities within our existing customer base to secure upsells.

• Deliver timely and precise forecasts based on evidence rather than assumptions, providing clear visibility on sales and revenue performance by actively managing your pipeline of opportunities.

• Collaborate with cross-functional internal teams (Engineering, Marketing, Product, Customer Success) to effectively navigate sales cycles.

• Maintain comprehensive records of all opportunities and customer details, including use cases, purchase timelines, next steps, and forecasts in Salesforce.

• Work strategically with management to pinpoint emerging opportunities and challenges, proposing actionable solutions.

• Collaborate with management to establish strategic territory and account plans.

• Participate in post-mortem analyses of wins and losses.

• Provide leadership and direction for accounts throughout the pre and post-sales process.

• Ensure successful implementation and adoption of Honeycomb through proactive account management and coordination with pre-and post-sales engineering and support resources.

• Act as the customer advocate by contributing product ideas.

⛳️ Requirements

• 2-3 years of experience in a SaaS selling environment, ideally with an APM, Monitoring, or Log Management SaaS provider, and a proven track record of surpassing quotas.

• Experience in developing and/or managing complete sales cycles from prospecting to closure, particularly with engineering teams at small to medium-sized accounts.

• A robust understanding of the software development lifecycle, ideally acquired through selling software products that cater to a segment of it.

• Experience collaborating with customer champions to design a feasible and valuable POC that appeals to the buyer.

• Proven ability to create effective territory plans and generate self-sourced opportunities within a designated territory.

• A genuine desire to ensure that customers derive benefits from their investment with you.

• Capacity to utilize established relationships and proven sales techniques to achieve success.

• Strong written and verbal communication skills, along with a motivated, driven, and results-oriented approach.

• Preferred experience in negotiation, presentation, and closing.

• Alignment with our values and adherence to those principles in your work.

• Plus: Familiarity with MEDDPIC/CoM.

🏝️ Benefits

• A stake in our success - generous equity through an employee-friendly stock program.

• Our compensation structure is based on transparent levels relative to experience, rather than negotiation strength.

• Ample time to recharge with unlimited PTO.

• Embrace a distributed-first mindset and culture (truly!).

• Receive a stipend for home office setup, co-working spaces, and internet costs.

• Comprehensive benefits coverage for employees, with additional options available for dependents.

• Up to 16 weeks of paid parental leave, regardless of the path to parenthood.

• An annual development allowance.

• And much more...