Honeycomb.io
SeniorSolutionArchitect
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“Senior Solution Architect at Honeycomb.io. Skills: technical sales, solution architecture, customer-facing technical experience, observability, developer tooling, AI-assisted workflows. Own the technical sales motion on a portfolio of mid-market to enterprise accounts across AMER, partnering closely with sales to drive deals forward.. Lead discovery, solution design, and technical conversations that connect Honeycomb’s platform to real engineering and business priorities, from first call through”
What You'll Achieve.
drive deals forward; Drive the technical win.; build stakeholder confidence; help customers prove outcomes in real environments.; make the people around you better.
Industry & Context.
solve complex observability challenges; simplify complexity; craft compelling technical strategies even in ambiguous situations.; instincts for unblocking deals, reframing challenges, and finding practical paths forward when things get ambiguous.
Willingness to travel ∼20% for customer engagements, field events, and internal collaboration., cannot currently sponsor or support visa transfers at this time., all persons hired will be required to verify identity and eligibility to work.
What They're Looking For.
Must Have
5+ years of pre-sales, solution architecture, or customer-facing technical experience in B2B SaaS with a highly technical ICP, with a focus on enterprise or mid-market accounts., A consistent track record of winning competitive, multi-stakeholder deals with technical buyers and navigating complex evaluation processes., Experience selling into developer, platform, SRE, or engineering-led organizations, you earn technical credibility quickly and know how to bridge technical depth with business value., executive presence with the ability to tailor your message from hands-on engineers to VP-level decision-makers., Sharp solutioning skills: you whiteboard clearly, simplify complexity, and craft compelling technical strategies even in ambiguous situations., Hands-on fluency across modern cloud environments, CSPs, containers, Kubernetes, distributed systems, and API-driven architectures., Solid working knowledge of observability, distributed tracing, and OpenTelemetry., You understand how modern teams instrument, troubleshoot, and optimize complex systems., Comfort navigating code and implementation details across common languages and frameworks, enough to guide instrumentation and validate technical approaches with customers., instincts for unblocking deals, reframing challenges, and finding practical paths forward when things get ambiguous., Experience owning POCs and technical evaluations end-to-end: defining success criteria, managing risk, and driving to a clear outcome., A collaborative, cross-functional mindset with experience working alongside Product, Engineering, and GTM teams to improve how we go to market., A point of view on where observability, developer tooling, and AI-assisted workflows are headed, and genuine enthusiasm for helping customers modernize., A growth and contribution mindset: you share what you know, build reusable assets, and make the people around you better.
Nice to Have
Familiarity with MEDDPICC or Command of the Message is a plus.
What You'll Do.
Own the technical sales motion on a portfolio of mid-market to enterprise accounts across AMER
partnering closely with sales to drive deals forward.
and technical conversations that connect Honeycomb’s platform to real engineering and business priorities
from first call through close.
Drive the technical win.
Define success criteria
navigate competitive evaluations
and build stakeholder confidence with engineering teams and technical buyers.
Engage with engineering leaders
and SRE organizations on observability best practices and AI-era workflows.
Translate complex customer environments into clear architectures and solution narratives that resonate with both hands-on practitioners and technical decision-makers.
Leverage AI tools to work efficiently and creatively while maintaining accuracy and reliability.
Get hands-on when it matters.
Instrument applications
troubleshoot technical blockers
and help customers prove outcomes in real environments.
Contribute to the team’s technical library: demos
reference architectures
and repeatable assets that make the whole team more effective.
and technical presentations that create conviction.
Bring customer and field signals back into the company.
Contribute to roadmap conversations and help shape how we demo and position the product.
Help onboard newer team members
and contribute to a culture of learning and continuous improvement.
How You'll Work.
Team & Collaboration
partnering closely with sales to drive deals forward.; Collaborate across Sales, Product, Marketing, Field Engineering, and DevRel to strengthen the go-to-market motion and improve how we show up for customers.; Contribute to roadmap conversations and help shape how we demo and position the product.; Help onboard newer team members, document what works, and contribute to a culture of learning and continuous improvement.
Communication Scope
executive presence with the ability to tailor your message from hands-on engineers to VP-level decision-makers.; whiteboard clearly; simplify complexity; craft compelling technical strategies; deliver demos, workshops, and technical presentations that create conviction.
Process & Methodology
Define success criteria, run POCs, navigate competitive evaluations, managing risk, driving to a clear outcome
Full Job Description
What 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 fully distributed 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. #LI-Remote Little more about the team: The Solution Architecture team sits at the intersection of technology, customer advocacy, and revenue, working Honeycomb’s most strategic opportunities. We partner with world-class engineering organizations to solve complex observability challenges and change how teams build and operate software. This is a team of hands-on technical leaders who want to shape major customer decisions, influence go-to-market strategy, and redefine what great technical selling looks like. What you’ll do in the role: Own the technical sales motion on a portfolio of mid-market to enterprise accounts across AMER, partnering closely with sales to drive deals forward. Lead discovery, solution design, and technical conversations that connect Honeycomb’s platform to real engineering and
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