Director, EMEA Partnerships - Honeycomb

About Honeycomb

Honeycomb is defining observability and raising expectations of what developer tools can do. We work with well-known companies like HelloFresh, Slack, LaunchDarkly, and Vanguard across a range of industries. We have closed Series D funding, scaled past 200 team members, and were named to Forbes’ America’s Best Startups of 2022 and 2023.

How We Work

We are a fully distributed company. We believe it is not where you sit, but how you deliver that matters most. We invest in our people, orienting around a high-trust, autonomous, and accountable culture from Day 1.

About the Role & Team

The Honeycomb partnerships team creates pipeline and revenue with our strategic partners, and we are hiring our first leader in EMEA. Most of our spend is on AWS, making Amazon the first and most important partner for this role. You will also work with software partners (like Anthropic and Checkly) alongside our services and channel partners.

You will be the local presence for Honeycomb in-market, working daily with our EMEA sales and marketing teams. You will shape the in-field EMEA strategy and execution, with room to decide where we invest. As the partner business grows, there will be opportunity to build out a team in EMEA.

Key Responsibilities

• Lead the Honeycomb and AWS relationship in EMEA, collaborating with AWS teams from initial meeting through deal close.
• Serve as the partner expert for EMEA sellers; join pipeline reviews and 1:1s to surface new deals or accelerate existing opportunities.
• Build and run co-sell and co-marketing programs with software, services, and channel partners to create and convert pipeline.
• Lead channel field enablement and partner events, including AWS workshops and partner sponsorships at Honeycomb events.
• Evaluate existing software integrations and identify European partners where joint selling can drive growth.
• Define EMEA partnership priorities, including strategic investment decisions.
• Establish and nurture executive-level relationships with partners across EMEA.
• Track partner-sourced and partner-influenced pipeline in Salesforce and report progress against revenue goals.

Requirements

• Hands-on AWS experience, including selling with or partnering alongside AWS (ideally from a sales background).
• Proven business development or partnership background with a track record of generating pipeline via partners.
• Experience working with GTM, sales, and marketing teams to hit revenue and quota targets.
• Demonstrated ability to develop and execute strategy alongside internal and external C-suite leadership.
• Ability to work independently across time zones, make decisive calls, and manage ambiguity.
• Strong strategic perspective on how Honeycomb drives value for partner customers and vice versa.
• Ability to identify partner growth drivers (such as increased consumption or new logos) and build programs to support them.
• Observability industry experience (or experience with a partner in the observability space) is a plus.

Compensation & Benefits

• Base Pay Range: £127,000 — £149,000 GBP
• On Target Earnings (OTE): £149,000 — £175,000 GBP

Benefits include:

• Generous equity with employee-friendly stock program
• Unlimited PTO
• Full employee health benefits coverage (with dependent options available)
• Up to 16 weeks of paid parental leave
• Home office, co-working, and internet stipends
• Annual learning and development allowance