Senior Sales Manager- EAST COAST

  • Honeycomb
  • United States
  • 05 Jul, 2024
Full time Sales

Job Description

What We’re Building
Honeycomb defined the concept of observability and is raising expectations of what our 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 150-person mark, and were named to Forbes’ America’s Best Startups of 2022 and 2023!!

Honeycomb is built to help engineering teams deeply explore and understand their own production systems — in real time. It's a service for the near future and present, where distributed systems are the new default, every service is a platform, and empowered generalist software engineers are the new ops. We are passionate about consumer-quality developer tools and excited to build a product that raises our industry's expectations of what tools can do for technical teams.

As the Senior Sales Manager, you will be our leader in the market and help build and lead a dynamic sales team and help Honeycomb surpass our growth goals and realize our potential. The right candidate is responsible for building and leading a world class regional sales team, executing our growth plans for your territory, executing sales methodology and processes with your team, and partnering with the customer success, marketing, product, engineering and operations teams to deliver the best possible customer experience.

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 remote-first 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.


What you'll do in the role

  • Build and manage a team of Account Executives focused on driving Honeycomb ARR
  • Achieve growth and sales targets through successful management of the sales team
  • Design and implement a strategic sales plan for your focus region that enables Honeycomb to land new customers and expand our ARR with existing customer relationships
  • Drive your teams focus in our developing Enterprise motion. Elevate the enterprise role and help us to clarify the separation from Enterprise and Mid Market process and team structure.
  • Forecast your business to provide accurate data to leadership on how each individual on the team and the team overall will perform this quarter and this year.
  • Build pipeline to achieve future sales targets, both through partnership with marketing to support inbound opportunity conversion and through the team’s outbound efforts to identify new opportunities
  • Manage recruiting, objectives setting, coaching and performance monitoring of account executives on your team.
  • Provide coaching and development to your team as you work to improve their skills, behaviors, and performance
  • Develop strong cross functional relationships to support Honeycomb growth and ensure market feedback makes it way back to the organization.
  • Drive accountability for our sales methodologies, systems, processes, and data.
  • Proactively identify process/technology gaps we have as a GTM team and partner with the appropriate teams to develop a data backed hypothesis to solve
  • Develop a culture that enables the AEs to learn and grow in each deal, while you collaborate with them on deal support
  • Help to ramp and onboard new AEs as we continue to both scale in size and in overall sales process maturity. This will include ensuring that your team is up to date in our sales methodology training and that they are learning and developing a deep understanding of our users and product use cases.
  • Accountable to our culture of diversity, development, and the personal/professional growth of our sales teams. 


What You'll Bring

  • Experience managing & leading a regional sales team of individual contributors in a SaaS organization, preferably with experience in the IT applications or observability space.
  • Experience selling and managing teams which sell to the core personas in Engineering, DevOps, SRE, Observability, etc.
  • A “customer first” mindset, prioritizing customer success as a critical driver of Honeycomb’s short, medium, and long term growth.
  • A builder mindset, recognizing that while we are no longer a “scrappy startup”, Honeycomb is still developing systems, process, and tools to support our commercial efforts. So you will need to have the ability to work in the gray, we are still maturing as a sales org and are looking for someone that can get creative when it comes to process and repeatability
  • Comfort with data as a decision making tool and reporting back to the business on performance, trends, insights.
  • Ability to prioritize your personal efforts and that of your teams to bring focus to the highest value activities to drive team performance.
  • A coaching and development mindset, having seen the power of helping individuals on your teams to grow both personally and professionally
  • A Team First mindset, looking at your cross functional teams as a key group you are committed to help make successful.
  • Ideally looking for someone who has helped drive the Enterprise sales motion for an org- experience making process recommendations, understanding of segmentation and driving the Enterprise Customer Journey from Discovery to Renewal
  • You consider your self an innovator and a strategic player when it comes to experimentation, testing and presenting ideas to the Sales Org 


What you'll get when you join the Hive:

  • OTE for this role is $280,000- 330,000 based on level of experience ( Base+ Commission).
  • A stake in our success - generous equity with employee-friendly stock program
  • It’s not about how strong of a negotiator you are - our pay is based on transparent levels relative to experience
  • Compensation benchmarked to San Francisco market - no matter where you live (or move)!
  • 401k plan to help you plan for your future
  • A remote-first mindset and culture (really!)
  • 100% employee coverage for Health, Dental, Vision, Life and Disability insurance
  • Time To Recharge - Unlimited PTO, paid sabbatical, 19 US Holidays in 2023 (which includes a company wide break at the end of the year to help you relax and recharge for the new year), and one 3-day weekend per month
  • Pick Your Perk - $600 a year to spend on the perks that you care about most
  • Work Life Balance and Flexible Schedule options
  • The tech you need AND a $500 Home Setup Stipend
  • $200 Reimbursement for Cell/Wifi/CoWorking
  • $1500+ Annual Professional Development Allowance
  • Up to 16 weeks of paid parental leave, regardless of path to parenthood
  • Maven Inclusive Family-Building benefit including unlimited virtual appointments, coaches & counselors, and $10K ‘wallet’ to support adoption, surrogacy, IVF, and egg/sperm freezing
  • Semi-annual performance conversations (we call them Review & Rewards conversations) - so you know where you stand, and how you’ll be rewarded for your impact
  • Annual compensation review, benchmarking to industry and inflation changes
Please note we cannot currently sponsor or do visa transfers at this time.

Diversity & Accommodations:
We're building a diverse and inclusive workplace where we learn from each other, and welcome nontraditional candidates, and people of all backgrounds, experiences, abilities and perspectives. You don't need to be a millennial to join us, all gens are welcome! Further, we (of course) follow federal and state disability laws and are happy to provide reasonable accommodations during the application phase, interview process, and employment. Please email Talent@honeycomb.ioto discuss accessible formats or accommodations. As an equal opportunity employer our hiring process is designed to put you at ease and help you show your best work; if we can do better - we want to know!