[Hiring] Mid Market Account Executive @Honeycomb.io

Role Description

We’re looking for an Account Executive (AE) to take advantage of our strong market position to drive sales. The ideal candidate will thrive in a fast-paced work environment that rewards initiative and judgment with autonomy and responsibility. You should love the thrill of the hunt, and should have experience bridging technical benefits with business cases.

• 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 SMB and mid-market 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.

Qualifications

• 2-3 years of experience in a SaaS selling environment, preferably at an APM, Monitoring or Log Management SaaS provider with a record of exceeding quota.
• Experience developing and/or managing full sales cycles from prospect to close, particularly to engineering teams at small to medium sized accounts.
• A strong understanding of the software development lifecycle, preferably gained by selling software products that target a part of it.
• Experience working with customer champions to scope an achievable, valuable POC to appeal to the buyer.
• Demonstrated ability to build effective territory plans and generate self-sourced opportunities within a defined territory.
• A true desire to see customers benefit from the investment they make with you.
• Ability to leverage established relationships and proven sales techniques for success.
• Strong written/verbal communication 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.

Requirements

• On Target Earnings (OTE) based on level of experience (Base + Commission): $180,000 — $240,000 USD.
• Base Salary based on level of experience: $90,000 — $120,000 USD.

Benefits

• 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.
• Time to recharge with unlimited PTO.
• A distributed-first mindset and culture (really!).
• Home office, co-working, and internet stipend.
• Full benefits coverage for employees, with additional coverage available for dependents.
• Up to 16 weeks of paid parental leave, regardless of path to parenthood.
• Annual development allowance.
• And much more...