Senior Solution Architect – EMEA

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

📋 Description

• Take ownership of the technical strategy for intricate sales opportunities, collaborating closely with Account Executives and sales leadership to advance deals.

• Lead the discovery process, solution design, and technical validation for customer environments involving multiple stakeholders and competing interests.

• Execute complex evaluations and proofs of concept from start to finish, encompassing success criteria, technical implementation, risk identification, and debriefing.

• Convert customer architectures into clear solution narratives that align Honeycomb’s platform with engineering priorities and business goals.

• Provide engaging demos, workshops, and technical presentations customized for audiences ranging from practitioners to director-level stakeholders.

• Get involved hands-on when necessary: support instrumentation strategies, troubleshoot integration challenges, and assist customers in demonstrating value in real environments.

• Oversee competitive evaluations and bake-offs with sound judgment, disciplined execution, and a clear perspective on Honeycomb’s unique differentiators.

• Identify technical and strategic risks across active deals and proactively modify the evaluation approach as necessary.

• Collaborate across Sales, Product, Field Engineering, Marketing, and DevRel to eliminate obstacles and enhance the overall go-to-market strategy.

• Contribute reusable architectures, demo materials, and technical content that boost team effectiveness and promote best practices.

• Bring structured insights from the field back into the company to inform product feedback, messaging, and technical strategy.

• Guide junior Solution Architects through collaboration, coaching, and shared learning.

⛳️ Requirements

• 5+ years of experience in pre-sales, solution architecture, sales engineering, or customer-facing technical roles within B2B SaaS.

• Experience managing complex technical sales cycles with multiple stakeholders, preferably in enterprise or commercial accounts with advanced engineering teams.

• Strong solutioning capabilities and the ability to translate ambiguous customer requirements into clear technical strategies and evaluation frameworks.

• In-depth knowledge of observability, distributed systems, distributed tracing, and OpenTelemetry.

• Proficient in modern cloud environments, containers, Kubernetes, API-driven architectures, and at least one major cloud provider.

• Capability to troubleshoot instrumentation and integration challenges across various languages, frameworks, and deployment patterns.

• Experience owning proofs of concept or technical evaluations, including defining success criteria, managing risks, and driving measurable results.

• Excellent consultative communication skills, with the ability to adjust technical messaging for practitioners, architects, and director-level stakeholders.

• Established credibility with developer, platform, SRE, and engineering audiences through both technical expertise and business context.

• A clear understanding of Honeycomb’s value and differentiation within the observability landscape.

• Strong judgment, independence, and follow-through in dynamic deal environments.

• A collaborative, low-ego approach with the ability to engage cross-functional partners when necessary.

• A mentorship mindset and a commitment to strengthening the team through coaching, documentation, and reusable contributions.

• Familiarity with MEDDPICC or Command of the Message is advantageous.

• Willingness to travel approximately 20% for customer engagements, field events, and internal collaboration.

🏝️ Benefits

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

• Our pay structure is based on transparent levels relative to experience, not just negotiation skills.

• Time to recharge with unlimited PTO.

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

• Home office, co-working, and internet stipends provided.

• 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.

• Annual development allowance.

• And much more...