What We’re Building
Honeycomb is the observability platform for teams who manage software that matters. Send any data to our one-of-a-kind data store, solve problems with all the relevant context, and fix issues before your customers find them. Honeycomb is the unified, fast, and collaborative choice for engineering teams who care about customer experience to get the answers they need, quickly. We are passionate about consumer-quality developer tools and excited to build technology that raises our industry’s expectations of what our tools can do for us. 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, as 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 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.
As the Head of Sales for EMEA, you will own the success of our sales organization across Europe, the Middle East, and Africa, predominantly focused on the United Kingdom and Continental Europe (Nordics, Benelux, Germany). Building and leading a high-performing team of Account Executives, you’ll drive the land and expand motion of our SaaS-based observability platform across multiple verticals.
This is a rare opportunity for a seasoned enterprise sales leader to shape the EMEA sales strategy and execution, directly impacting the growth trajectory of our company. Your role will focus on creating a cohesive sales culture, ensuring disciplined execution, and delivering sustained business growth. Cross-functional collaboration with Marketing, Sales Development (SDR), Customer Success, and Product will be essential to align efforts and amplify customer outcomes.
We’re seeking a dynamic and proven sales leader with the ability to inspire teams, navigate complex enterprise sales cycles, and deliver exceptional business results. As a leader in the observability space, you’ll thrive in a fast-paced, technical environment and bring an entrepreneurial spirit to solving customer challenges.
What you’ll do in the role
Healthy and Inclusive team builder
-Recruit, develop, and retain top-tier talent, ensuring a high-performing and motivated sales team.
-Build and maintain a scalable go-to-market model that drives growth across diverse customer segments (large and mid market accounts).
Strategic thinking that moves mountains
-Define and execute the EMEA sales strategy, aligning with overall company goals.
-Serve as the face of the company in EMEA, fostering relationships with key customers, partners, and stakeholders.
-Stay informed on market trends and the competitive landscape to adapt strategies and capitalize on emerging opportunities.
-Maintain deep knowledge of the product portfolio, ensuring the team can effectively communicate value propositions and differentiate offerings.
Courageous communicator and motivator
-Engage and build strong relationships with prospects and customers through one on one and event based engagement
-Consolidate customer voice and feedback as the channel to the company for the needs of the EMEA customer base
-Partner with Marketing to align on campaigns, drive demand generation, support field events, and increase customer engagement.
-Collaborate with Product and Customer Success to ensure customer needs are understood and exceeded throughout the customer lifecycle.
-Advocate for customer feedback to inform product roadmap decisions.
-Support our partner strategy in region, building and cultivating a strong network of go-to-market and implementation partners
Develops self and others
-Provide consistent coaching and mentoring to Account Executives, cultivating their growth and readiness for greater responsibility.
-Foster a culture of accountability, collaboration, and continuous learning.
-Think like an owner Ensure predictable revenue growth through the disciplined application of sales methodologies such as MEDDICC and Command of the Message.
-Drive our land and expand strategy in the region, meeting/exceeding new logo and expansion targets.
-Oversee pipeline development, deal execution, and accurate forecasting to meet and exceed revenue targets.
Personally engage at C-level within key enterprise accounts, driving strategic opportunities and resolving escalations effectively.
Think like an owner
-Ensure predictable revenue growth through the disciplined application of sales methodologies such as MEDDICC and Command of the Message.
-Drive our land and expand strategy in the region, meeting/exceeding new logo and expansion targets.
-Oversee pipeline development, deal execution, and accurate forecasting to meet and exceed revenue targets.
-Personally engage at C-level within key enterprise accounts, driving strategic opportunities and resolving escalations effectively.
What you’ll bring
- Proven Leadership: 10+ years of enterprise sales experience, with at least 5 years in a sales leadership role managing geographically distributed teams.
- Team Builder: Experience building a high-performing, motivated sales team that exceeds ambitious revenue goals. Develop the next generation of sales leaders through mentorship and strategic vision.
- Industry Knowledge: Deep familiarity with SaaS sales and selling technical solutions to technical buyers, particularly in DevOps, SRE, or Observability. Experience in usage based licensing models.
- Methodical Execution: Mastery of sales methodologies such as MEDDICC, Command of the Message, Challenger selling.
- Customer Engagement: Exceptional ability to engage, build relationships with, and influence C-level executives within large enterprise organizations.
- Operational Excellence: Strong forecasting, reporting, and operational rigor to manage a data-driven sales organization. Partner cross-functionally to align customer-centric strategies that fuel long-term success.Cultural Fit: A collaborative, transparent, and motivational leader who exemplifies ownership and accountability.
What you’ll get when you join the hive
- Base + Commission for this role is £290,000- £330,000 depending on level of experience
- It’s not about how strong of a negotiator you are - our pay is based on transparent levels relative to experience
- A stake in our success - generous equity with employee-friendly stock program
- Time to recharge - Unlimited PTO and paid sabbatical
- A remote-first mindset and culture (really!)
- Home office, co-working, and internet stipend
- 100% employee/75% for dependents coverage for all benefits
- Up to 16 weeks of paid parental leave, regardless of path to parenthood
- Annual development allowance
- And much more...
