Senior Solution Architect – EMEA

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

📋 Description

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

• Direct the discovery process, solution design, and technical validation for customer environments involving multiple stakeholders with competing demands.

• Conduct comprehensive evaluations and proofs of concept from start to finish, including establishing success criteria, executing technical tasks, identifying risks, and conducting debriefs.

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

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

• Get directly involved when necessary: support instrumentation strategies, resolve integration challenges, and assist customers in demonstrating value in real-world environments.

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

• Detect technical and strategic risks across ongoing deals and proactively modify the evaluation strategy as required.

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

• Contribute reusable architectures, demo assets, and technical documentation that boost team efficiency and promote best practices.

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

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

⛳️ Requirements

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

• Proven track record in supporting complex technical sales cycles with multiple stakeholders, preferably in enterprise or commercial accounts with advanced engineering teams.

• Exceptional solutioning abilities and the skill to translate ambiguous customer requirements into clear technical strategies and evaluation plans.

• Extensive knowledge of observability, distributed systems, distributed tracing, and OpenTelemetry.

• Proficient hands-on experience with modern cloud environments, containers, Kubernetes, API-driven architectures, and familiarity with at least one major cloud provider.

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

• Experience managing POCs or technical evaluations, including defining success criteria, assessing risks, and working towards quantifiable results.

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

• Credibility with developers, platform teams, SREs, and engineering audiences through both technical expertise and business acumen.

• A well-defined perspective on Honeycomb’s value and differentiation within the observability sector.

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

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

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

• 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.

• Compensation based on transparent levels relative to experience, rather than negotiation skills.

• Ample time to recharge with unlimited PTO.

• A truly distributed-first mindset and culture.

• Stipend for home office, co-working, and internet expenses.

• 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...