Strategic Account Executive

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

📋 Description

• Identify, qualify, and secure high-value opportunities with global enterprise clients.

• Establish and nurture consultative relationships with executive stakeholders, clearly articulating Honeycomb’s value proposition in observability.

• Manage the entire sales cycle, from prospecting through contract negotiation to final closure.

• Collaborate with Sales Engineering, Marketing, Customer Success, and the Senior Director of Strategic Accounts.

• Develop customized account strategies utilizing market insights, usage data, and comprehensive knowledge of technology stacks to showcase ROI.

• Employ the MEDDPICC framework to qualify opportunities, accurately forecast, and drive deals to completion.

• Create and implement multi-threaded sales campaigns.

• Map out organizational hierarchies and buying committees.

• Execute personalized outreach via email, phone, social media, and face-to-face meetings.

• Enhance sales methodologies and go-to-market strategies.

• Advocate for customer feedback internally to shape product and business strategies.

⛳️ Requirements

• Proven enterprise software sales experience with a successful track record of closing multimillion-dollar deals, preferably in observability, cloud infrastructure, or developer tools.

• Demonstrated capability to sell into complex, global accounts, navigate multiple stakeholders, manage extended sales cycles, and develop customized solutions at scale.

• Strong skills in building relationships at the C-suite/executive level.

• Proficiency in negotiations and strategic account planning.

• Exceptional presentation and communication skills with a consultative approach.

• Experience collaborating with leadership (e.g., CRO, VP-level) to shape sales strategies, messaging, and pipeline coverage in fast-paced startup environments.

• Expertise in advanced sales methodologies and CRM platforms.

• Proven history of optimizing pipeline management, forecasting accuracy, and cross-functional collaboration.

• Creative and strategic mindset for pipeline development.

• Familiarity with personalized messaging, social selling, account-based marketing tactics, and data-driven insights.

• Must be able to confirm identity and eligibility to work.

• Honeycomb is currently unable to sponsor or support visa transfers.

🏝️ Benefits

• Generous equity with an employee-friendly stock program.

• Transparent compensation based on experience levels.

• Unlimited Paid Time Off (PTO).

• A distributed-first culture and mindset.

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

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

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

• Annual development allowance.