Enterprise Account Executive - West

About the role

This role is for a strategic sales professional looking to sell Honeycomb's enterprise-level observability solutions to Fortune 1000 and Global 2000 companies. The ideal candidate will have 5+ years of full-cycle enterprise SaaS selling experience, preferably in DevOps, observability, or cloud infrastructure.

Responsibilities

• Own and drive complex, 6–12+ month sales cycles with Fortune 1000 and Global 2000 companies
• Build strategic, multi-threaded relationships across engineering, DevOps, observability, and procurement leadership
• Sell consultatively, bringing deep understanding of the customer’s business, technical landscape, and buying process
• Collaborate cross-functionally with Solutions Architects, Product, and Customer Success to shape high-value, tailored deals
• Deliver predictable pipeline growth, accurate forecasting, and exceed quota targets
• Represent Honeycomb at key industry events, conferences, and executive briefings

Requirements

• Proven ability to land $500K+ multi-year deals with complex buying committees
• Strong executive presence with the ability to influence C-level stakeholders across technical and non-technical roles
• Deep discovery, storytelling, and consultative selling expertise
• A track record of building champions and navigating enterprise buying cycles with precision
• Grit, ambition, and a bias for execution—someone who thrives in fast-paced, high-ownership environments
• Experience leveraging MEDDPICC, Command of the Message, or similar enterprise sales frameworks

Qualifications

• On Target Earnings (OTE) based on level of experience (Base + Commission)
• $275,000 - $300,000 USD

Benefits

• A stake in our success - generous equity with employee-friendly stock program
• Time to recharge with unlimited PTO
• 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

Pay

• On Target Earnings (OTE) based on level of experience (Base + Commission)
• $275,000 - $300,000 USD

Schedule

• Flexible work schedule to accommodate distributed teams