Mid Market Account Executive

Honeycomb.io

Mid Market Account Executive focused on driving sales for Honeycomb, a leading observability service for developers. Engage with technical and business stakeholders to deliver tailored solutions.

Posted 5/19/2026full-timeRemote • 🇺🇸 United StatesJuniorMid-Level💰 $90,000 - $120,000 per yearWebsite

About the role

Key responsibilities & impact

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.

Requirements

What you’ll need

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 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 champion 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 youAbility 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 closingYou share our values, and work in accordance with those values
Plus: Experience with MEDDPIC/ CoM

Benefits

Comp & perks

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...

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Hard Skills & Tools

SaaS salessales cycle managementsoftware development lifecyclePOC developmentterritory planningnegotiationpresentationclosingaccount managementforecasting

Soft Skills

communicationcustomer satisfactionrelationship buildingmotivationresults-orientedstrategic thinkingcollaborationproblem-solvingadaptabilityleadership