Mid Market Account Executive

May 4

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Honeycomb.io

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The fastest way to visualize, understand and debug software. Find the critical issues that logs and metrics can’t see.

devops • site reliability engineering • observability • microservices • logging

51 - 200

Description

• Articulate the Honeycomb product value proposition and tailor our ROI message to the customer’s discovered use case. Work with marketing to ensure a consistent feedback loop from the field. • Conduct sales activities including prospecting and developing opportunities within mid-market and large accounts • Conduct discovery calls, presentations, and demos with a technical audience, while driving the conversation towards ROI and business pain. • Navigate from individual contributors and practitioners to technical and business decision makers in the account. • Focus on customers’ satisfaction. Know the customer’s business and workflows, develop proper contact network within accounts. • Develop expansion opportunities from our existing customer base to land upsells. • Provide timely and accurate forecasts, based on evidence and not hope, and clear visibility on sales and revenue performance by actively handling your pipeline of opportunities. • Leverage and coordinate cross-functional internal teams (Engineering, Marketing, Product, Customer Success) to efficiently navigate sales cycles. • Track all opportunity and customer details including use case, purchase time frames, next steps, and forecasting in Salesforce. • Work strategically with management to identify trending opportunities/challenges, and provide recommended solutions. • Work with management to build strategic territory and account plans • Contribute to post-mortem analysis on wins/losses • Provide account leadership and direction in the pre- and post-sales process • Ensure the successful implementation and adoption of Honeycomb through strong account management activities and coordination with pre-and-post sales engineering and support resources • Be the voice of the customer by contributing product ideas • Travel as necessary to accounts in order to develop relationships and close large opportunities

Requirements

• 2-3 years of experience in a SaaS selling environment. Preferably at an APM, Monitoring or Log Management SaaS provider and with a record of exceeding quota • Experience developing and/or managing full sales cycles to engineering teams at small to medium customers, especially with a land-and-expand pattern. • A strong understanding of the software development life cycle, preferably gained by selling software products that target a part of it. • Experience managing a sale that involves technical integration prior to purchase. • Experience working with customer champion to scope an achievable, valuable POC to appeal to the buyer. • A true desire to see customers benefit from the investment they make with you • Able to provide high degree of major account management and control • Work under minimal supervision on complex projects • Ability to leverage established relationships and proven sales techniques for success • Effective communicator (written/verbal), strong interpersonal skills • Motivated, driven and results oriented • Preferred experience in negotiation, presentation and closing • You share our values, and work in accordance with those values. • Plus: Experience with MEDDPIC/ CoM

Benefits

• OTE (range) of $175,000- 250,000 • A stake in our success - generous equity with employee-friendly stock program • Compensation benchmarked to San Francisco market - no matter where you live (or move)! • 401k plan to help you plan for your future • 100% employee coverage for Health, Dental, Vision, Life and Disability insurance and 75% for dependents • Time to Recharge - In addition to our Unlimited PTO policy, we provide ~23 days off through out the year. This includes a company wide break at the end of the year, and we honor having at least one three day weekend a month (if there is not already a locally observed holiday that month, we add one!) • 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 • Modern Health well-being benefit including self guided resources and access to 12 mental health and 8 coaching sessions - at no additional cost to you. • 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