Sales Development Representative - Honeycomb

About Honeycomb

Honeycomb is defining the future of 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’ve closed Series D funding, scaled past the 200-person mark, and were named to Forbes’ America’s Best Startups of 2022 and 2023.

We are a fully distributed company—we believe it is not where you sit, but how you deliver that matters most. We imbue a lot of trust, autonomy, and accountability from Day 1.

The Role

As part of Honeycomb’s Revenue Development organization, the Sales Development Representative (SDR) spearheads our outbound motion, partnering closely with Account Executives to create qualified pipeline in our highest‑potential accounts. You’ll join a collaborative, growth‑minded pod that experiments fearlessly, learns fast, and celebrates each win—all while working remote‑first.

What You'll Do

• Design, test, and optimize multi‑channel outbound cadences (email, call, social, video) that consistently exceed monthly SQL quota.
• Perform deep account and stakeholder research to craft persona‑specific value propositions that resonate with engineering, DevOps, and executive audiences.
• Lead crisp, pain‑focused discovery conversations to quantify business impact and set up multi‑threaded sales cycles for your AE partners.
• Own territory hygiene: monitor your dashboards (Salesforce, LinkedIn, outreach tools, etc.), prioritize based on intent signals, and maintain impeccable data integrity.
• Run A/B tests on messaging, channels, and offers; scale winning plays and document them for the global SDR team.
• Mentor junior SDRs, facilitating enablement sessions and providing deal‑level coaching.
• Surface frontline feedback and competitive intelligence to Product, Marketing, and RevOps, influencing roadmap and GTM strategy.
• Live a growth mindset: set self‑directed stretch goals and hold yourself accountable to top‑5% performance standards.

What You'll Bring

• Experience: 1+ years of high‑impact outbound SDR/BDR experience in fast‑growing SaaS, ideally in observability, developer tooling, or similar environments.
• Track Record: Proven track record of SQL quota attainment across multiple quarters, with clear examples of net‑new logo generation.
• Tech Stack: Expertise with modern sales tools: Outreach/Salesloft, LinkedIn Sales Navigator, ZoomInfo, Gong, Salesforce (or comparable CRM).
• Methodologies: Fluency in MEDDPICC, COM, Challenger, or similar frameworks; able to lead qualification independently.
• Analytical Skills: Data‑driven approach and mastery of pipeline analytics to inform prioritization and forecasting.
• Leadership: Demonstrated ability to coach peers and raise team performance.
• Communication: Resilient, curious, and inclusive communicator who thrives in a remote, asynchronous environment.
• Values: Commitment to Honeycomb’s values of ownership, collaboration, and raising the bar every day.

What We Offer

• Compensation: $65,000 USD Base Salary + Commission ($95,000 USD OTE)
• Equity: Generous equity with an employee-friendly stock program.
• Time Off: Unlimited PTO to recharge.
• Remote Support: Home office, co-working, and internet stipend.
• Health & Wellness: Full benefits coverage for employees, with additional coverage available for dependents.
• Parental Leave: Up to 16 weeks of paid parental leave, regardless of path to parenthood.
• Growth: Annual development allowance.

Please note: We cannot currently sponsor or support visa transfers at this time.