honeycomb.io

Account Executive

• Drive new business growth by actively identifying, qualifying, and closing high-value opportunities with global enterprise customers.
• Develop and maintain deep, consultative relationships with executive stakeholders (C-level and key decision-makers), articulating Honeycomb’s observability value proposition.
• Own full-cycle sales from prospecting to contract negotiation and final close, collaborating cross-functionally with Sales Engineering, Marketing, and Customer Success.
• Create tailored account strategies for each major enterprise, leveraging market insights, usage data, and knowledge of complex tech stacks to showcase Honeycomb’s ROI.
• Utilize MEDDPICC framework (Metrics, Economic Buyer, Decision Criteria, Decision Process, Paper Process, Identified Pain, Champion, and Competition) to qualify opportunities, forecast accurately, and drive deals to close.
• Develop and execute multi-threaded sales campaigns, engaging multiple decision-makers and influencers across different levels and functions within target accounts.
• Map out organizational hierarchies and buying committees to identify key stakeholders, champions, blockers, and decision-makers.
• Drive personalized outreach through a mix of channels (email, phone, social media, in-person meetings) to create meaningful engagement at multiple levels.
• Partner closely with the Sr. Director Strategic Accounts to refine sales methodologies, iterate on go-to-market plays, and ensure continuous improvement in the enterprise segment.
• Champion customer feedback to internal teams, influencing product and business strategies that help expand Honeycomb’s presence in the global market.

Strategic Account Executive – FinServ

Full-stack Engineer

• Build open-source libraries and integrations with OpenTelemetry.
• Create a good developer experience.
• Collaborate with community, and peers.
• Scope and deliver projects independently.
• Help increase the adoption of OpenTelemetry.

Senior Software Engineer I – OpenTelemetry

Product Manager

• Define AI product strategy in service of Honeycomb's vision
• Synthesize AI trends, customer needs, and technical capabilities into clear strategic recommendations
• Help the product organization understand where and how AI creates genuine customer value vs. where it's hype
• Identify emerging observability challenges created by AI adoption (e.g., LLM drift, prompt regression, low-context generated code)
• Make informed bets about which AI technologies and approaches warrant investment
• Build deep understanding of how customers are adopting AI in their engineering workflows
• Identify patterns across customer conversations that signal future market needs
• Stay current with AI/ML developments (RAG, fine-tuning, agentic systems, etc.) and translate implications for observability
• Engage with technical communities, researchers, and early adopters to spot trends before they go mainstream
• Partner with product teams to identify high-value opportunities to leverage AI capabilities
• Provide guidance on AI approaches, trade-offs, and best practices without centralizing all decisions
• Help teams understand how their work fits into our broader AI strategy and how to leverage shared capabilities
• Synthesize cross-portfolio learnings and socialize what's working (and what isn't)
• Articulate Honeycomb's point of view on AI observability both internally and externally
• Help customers understand how observability needs evolve as they adopt AI
• Contribute to thought leadership through writing, speaking, and community engagement
• Build credibility with technical audiences who care deeply about how we use AI, not just that we use it

Staff Product Manager – AI Team

• Build and deliver high-quality solutions
• Scope and deliver projects independently
• Collaborate with cross-functional partners
• Support our services in production
• Learn new ways to solve complex problems
• Thrive on collaboration
• Bring a bit of fun.

Senior Software Engineer – Storage Team

• Build and deliver high-quality solutions. You will design and implement solutions that power Honeycomb’s query and data storage infrastructure. Whether it’s improving query performance, evolving the Retriever Service, or making our storage layer more reliable, you’re eager to jump in and add value where the team needs it most.
• Scope and deliver projects independently. You’re comfortable breaking down complex storage and querying problems into achievable steps, surfacing trade-offs, and pulling in teammates when needed. You take ownership end-to-end—from design to production support—reducing toil and ensuring our systems deliver measurable customer and business impact.
• Collaborate with cross-functional partners. You’ll work closely with Product Management and other engineering teams to connect technical solutions to product needs, from problem discovery through solution design and delivery. Much of our work is behind the scenes, but it enables every Honeycomb product experience, from Metrics to Triggers and SLOs.
• Support our services in production. We believe in owning the software we build. Every engineer on Storage participates in on-call rotations, helps define team KPIs and SLOs, and proactively reduces toil by addressing reliability challenges before they reach customers.
• Learn new ways to solve complex problems. As Honeycomb grows, so do the challenges of scaling our systems. You will explore new technologies, data storage techniques, and query optimization strategies to keep performance and reliability strong at scale.
• Thrive on collaboration. You enjoy pairing, reviewing code, and offering constructive feedback. You model strong ownership and help your teammates grow, while keeping conversations forward-looking and focused on business value.
• Bring a bit of fun. Bonus points if you enjoy an occasional get-together to solve a jigsaw puzzle

Senior Software Engineer II – Storage Team

• 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 and 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

Mid Market Account Executive

AI Engineer

• Own end-to-end implementation of AI-powered product features, from prototypes to production.
• Handle prompt engineering, model tuning, and evaluation strategies to improve reliability and UX.
• Collaborate with product and design partners in defining and scoping AI-driven experiences.
• Teach best practices for working with LLMs, including prompt design and evaluation methodologies.
• Learn deeply about Honeycomb’s workflows and user problems to build truly helpful AI features.
• Iterate through fast feedback loops, experimentation, and sharing both wins and failures.

Senior AI Engineer

Solutions Engineer

• Build and lead a diverse, high‑performing global SA organization (managers and ICs) spanning pre‑ and post‑sales.Set a culture of mentorship, growth, and peer learning across geographies.
• Strategic thinking that moves mountains
• Develop partner strategy with hyperscalers, define co‑sell/implement motions and joint enablement.
• Create enterprise‑grade reference architectures, security/trust packages, and a standardized POV/POC methodology with clear exit criteria and success metrics.
• Design the global coverage model (capacity, AMER/EMEA/APAC) and headcount plan aligned to pipeline and install base.
• Act as executive technical sponsor with C‑suite and senior architects at strategic accounts; make clear go/no‑go calls.
• Lead from the front during escalations and high‑stakes evaluations; align Sales, CS, Product, and Engineering when plans change.
• Represent Honeycomb at executive briefings, industry events, and analyst interactions; elevate our enterprise technical brand and thought leadership presence.
• Invest in your own depth on observability, distributed systems, and enterprise security; model continuous learning and coach managers to do the same.
• Help to stand up a world‑class enablement program for SAs/CSAs (onboarding, certifications, domain pathways) and field readiness for Sales/CS on new enterprise capabilities.
• Establish an internal Architecture Guild for peer review, design standards, and knowledge sharing; codify best practices into playbooks and training.
• Own function‑level KPIs with RevOps: enterprise win rate, POV/POC conversion, ACV uplift, attach rate, cycle‑time compression; post‑sale TTV, adoption, expansion revenue, NRR.
• Forecast and allocate SA capacity to highest‑value opportunities; align investments to ARR/NRR impact and customer outcomes.
• Design operating mechanisms (QBRs, forecast and portfolio reviews) that tie activities to measurable results.
• Translate our upmarket strategy into an SA operating model (coverage, headcount plan, enablement, and playbooks) that ties directly to company and GTM OKRs.
• Create a tight feedback loop with Product & Engineering so enterprise requirements and field learnings inform roadmap, readiness standards, and launch plans.
• Partner with Marketing and Sales Enablement to build enterprise narratives, competitive positioning, and differentiated C‑level demos.

Head of Global Solution Architecture

Product Designer

• Build deep empathy for engineers and technical users who need to visualize, ask, and answer questions of their telemetry data to investigate and solve problems in their day-to-day work, understanding their goals and unmet needs.
• Drive an iterative design process through research, ideation, and rapid prototyping (including AI-driven prototypes), creating feedback loops with product and engineering.
• Collaborate within your triad to explore, experiment, and ship features in quick cycles — surfacing opportunities, mitigating risks, supporting prioritization and moving from concept to production.
• Define workflows, interaction models, and paths to value that make Honeycomb's powerful data exploration capabilities more accessible and intuitive. Design experiences that showcase the unique power of Honeycomb to help engineers understand their systems better, faster, and with greater precision.
• Conduct user research through interviews, usability testing, and other methodologies to validate design decisions and inform product direction, working directly with customers throughout the design process.
• Share your learnings, prototypes, and design perspective widely — helping to establish Honeycomb's design voice in the observability space and contributing to the broader design culture.

Senior Product Designer – Explore Team

Recruitment

• Own full‑cycle recruiting for priority roles across all of GTM from intake to offer acceptance, delivering diverse, well‑vetted slates on target timelines
• Act as a senior talent advisor to Hiring Managers: leverage market data, pipeline analytics, and compensation benchmarks to influence search strategy and leveling
• Champion Honeycomb’s competency‑based hiring framework by building scorecards in Greenhouse, facilitating interviewer kick‑offs, and running structured debriefs
• Partner with the Head of TA to translate approved headcount into actionable recruiting plans; surface risks early and propose solutions to keep hiring on track
• Execute DEI sourcing tactics that broaden representation and improve quality of hire
• Analyze funnel metrics in Greenhouse and Gem to drive continuous improvement and share insights with stakeholders
• Contribute to cross‑functional TA projects (e.g., interviewer enablement content, candidate‑experience NPS) to strengthen hiring infrastructure
• Manage end‑to‑end searches for high‑impact IC and manager roles while advising on talent strategy, competency‑based interviewing, and market insights

Senior Recruiter, GTM

Sales

• Build, lead, and scale a high-performing sales team bringing Honeycomb’s observability platform to innovative engineering organizations.
• Develop and execute sales strategy (territory plans, pipeline development) aligned with revenue and growth objectives.
• Build vertical-specific strategies, initially focusing on Financial Services & Insurance.
• Analyze market trends and customer insights to inform forecasts and refine approach.
• Manage the entire sales cycle—from prospecting to negotiation to close—collaborating with Marketing, Solutions Engineering, and Customer Success.
• Mentor and coach a sales team (including Account Executives, potentially SDRs/BDRs) with individualized growth plans.
• Track metrics and performance (pipeline coverage, forecast accuracy) and report regularly to the CRO and executives.
• Demonstrate budget and resource stewardship by making data-driven decisions.

Director, Sales

Support Engineer

• Provide thoughtful, expert technical guidance to Honeycomb’s users via our support channels, adhering to our SLAs and helping Honeycomb Support maintain and expand its best-in-class reputation.
• Operate with high autonomy; drive work to done through persistence and followup. This role will be located in a new region for Honeycomb Support, and success requires being proactive, resourceful, and effective without constant peer or manager overlap.Be unabashedly cross-functional, working within Honeycomb to drive resolution and awareness of customer issues.
• Routinely author and update knowledge base articles, internal documentation, and other support content.
• File issues and feature requests on behalf of customers, providing key context and flagging trends for our partners in Product and Engineering.
• Participate in rotations for emergency on-call support, coordinating with and escalating to our Engineering teams.
• Continuously keep up to date with Honeycomb technologies, product offerings, and emerging use cases.

Technical Support Engineer

• Provide thoughtful, expert technical guidance to Honeycomb’s users via our support channels, adhering to our SLAs and helping Honeycomb Support maintain and expand its best-in-class reputation.
• Operate with high autonomy; drive work to completion through persistence and follow-up. This role will be located in a new region for Honeycomb Support, and success requires being proactive, resourceful, and effective without constant peer or manager overlap.
• Be unabashedly cross-functional, working within Honeycomb to drive resolution and awareness of customer issues.
• Routinely author and update knowledge base articles, internal documentation, and other support content. Act as a resource for junior team members on more complex technical cases as needed. File issues and feature requests on behalf of customers, providing key context and flagging trends for our partners in Product and Engineering.
• Participate in rotations for emergency on-call support, coordinating with and escalating to our Engineering teams.
• Continuously keep up to date with Honeycomb technologies, product offerings, and emerging use cases.

Senior Technical Support Engineer

Technical Customer Success

• Serve as a trusted advisor for a portfolio of strategic and enterprise customers, helping them realize business value from their investment in Honeycomb
• Own the post-sales relationship for a portfolio of accounts based in the West Coast Region
• Translate business goals into actionable technical strategies and align customer use cases with Honeycomb capabilities
• Build and grow relationships with senior stakeholders, technical champions, and executive sponsors to drive adoption, retention, and advocacy
• Lead and continuously improve customer lifecycle programs—onboarding, business reviews, stakeholder engagement, feature adoption, and expansion
• Identify repeatable success patterns and scale best practices across the customer base
• Represent the voice of the customer to Product, Engineering, and GTM teams to influence roadmap and prioritisation
• Contribute to high-quality customer-facing content such as trainings, blog posts, white papers, and demos
• Stay informed on industry trends in observability, cloud-native development, and OpenTelemetry, and advise customers on how to align their practices
• Collaborate with the broader team to expand Honeycomb’s presence and reputation across the region

Senior Technical Customer Success Manager

Community Manager

• Design and run our advocacy engine – Architect a scalable program that identifies, nurtures, and amplifies customer champions across reviews, references, case studies, podcasts, events, social, and more.
• Expand our Honeycomb Champions – Grow and evolve our fledgling advocacy groups, fostering deep engagements that elevate customers and influence revenue.
• Level up the Pollinators community – Curate content, foster peer‑to‑peer support, promote engagement, and partner with Support to grow our 20k+ member public Slack community.
• Create new executive experiences – Collaborate on dinners, roundtables, and other forums that connect enterprise technology leaders and surface strategic insights.
• Integrate advocacy across sales and marketing – Build lightweight but trackable processes in SFDC/Gainsight that empower Sales and Customer Success, while activating
• Own third‑party proof points – Drive a strategy G2, Gartner Peer Insights, and open‑source forums strategy to ensure Honeycomb customers dominate the narrative.
• Operationalize & report impact – Define and measure KPIs that demonstrate mutual value for our business as well as our customers.

Senior Customer Advocacy and Community Manager

• What We’re Building
• Honeycomb is a service for the near and present future, defining observability and raising expectations of what 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 200-person mark, and were named to Forbes’ America’s Best Startups of 2022 and 2023!
• 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. #LI-Remote
• Little more about the team: As a Staff Product Engineer on the Explore team, you’ll be joining a growing product engineering team with a broad portfolio, helping us to build many of the core flows in the Honeycomb experience. Our ownership spans across the primary querying UI along with the family of results generated with each query, like data visualizations, Trace Waterfall, and Bubble Up. Check out our blog for more on some of our recent releases like Relational Fields.
• What you’ll do in the role:
• Own technical vision and meaningfully contribute to our product and technical roadmaps. Your questions, opinions and insight will inform our product roadmap. We’re invested in building exciting new features for our customers and striking the balance between robust functionality for our power users and approachability for new users. You’ll also drive a coherent technical vision for the team, and collaborate to set a technical roadmap that helps us navigate the landscape of new technologies, guide technology choice, and adopt best practices.
• Inform how we delivery quality software. You will write code across the full application stack, primarily in React, Typescript, and Golang. You’ll deliver impactful features and feature sets that add value for our customers, our team, and Honeycomb overall. You will also plan and lead complex, multi-team, long-term projects, balancing stakeholder needs, customer value, and technical excellence.
• Act as a force multiplier within and beyond the team. As a technical leader, you’ll have opportunities to mentor other engineers, including very senior and tenured engineers, in their roles and careers. You’ll pair, review code, and communicate daily with your team, give and receive thoughtful feedback on Pull Requests as you work in our shared code repositories, and act as a multiplier who shares knowledge and delegates to help others grow.
• Define and influence. You’ll influence company goals and strategy, potentially identifying new business growth opportunities. You’ll also work to define and model the team’s engineering brand, process, and patterns.

Strategic Account Executive – FinServ

Senior Software Engineer I – OpenTelemetry

Staff Product Manager – AI Team

Senior Software Engineer – Storage Team

Senior Software Engineer II – Storage Team

Mid Market Account Executive

Senior AI Engineer

Senior AI Engineer

Head of Global Solution Architecture

Senior Product Designer – Explore Team

Senior Recruiter, GTM

Director, Sales

Technical Support Engineer

Senior Technical Support Engineer

Senior Technical Customer Success Manager

Senior Customer Advocacy and Community Manager

Staff Software Engineer - Explore