Senior Director, Sales - West

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 have closed our 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 invest in our people and imbue a lot of trust, autonomy, and accountability from Day 1.

What You'll Do

Healthy and Inclusive Team Builder

• Create a high-performance culture across your region by fostering collaboration, trust, and open communication within a diverse sales team.
• Encourage healthy conflict resolution and empower team members to learn from each other while maintaining mutual respect.

Strategic Thinking That Moves Mountains

• Develop and execute a regional sales strategy (territory plans, pipeline development) that aligns with Honeycomb’s broader revenue and growth objectives.
• Analyze market trends and customer insights to inform forecasts, refine the approach, and accelerate decision-making to drive sustained growth.

Courageous Communicator and Motivator

• Communicate vision and direction clearly, ensuring your team understands evolving strategies, product updates, and priority changes.
• Foster transparency and honesty by regularly offering and soliciting direct, constructive feedback that keeps the team motivated and on track.

Develops Self and Others

• Mentor and coach a regional sales team (including Account Executives, potentially SDRs/BDRs) by setting individualized growth plans and skill-development goals.
• Invest in your own learning (market knowledge, leadership best practices) to elevate both your personal impact and the overall team’s capabilities.

Think Like an Owner

• Manage the entire sales cycle—from prospecting to negotiation to close—while keeping cross-functional success in mind (collaborating with Marketing, Solutions Engineering, and Customer Success).
• Demonstrate budget and resource stewardship by making data-driven decisions that support Honeycomb’s mission and yield strong ROI.

Align with Company Goals

• Meet and exceed sales targets by aligning regional initiatives with Honeycomb’s strategic imperatives.
• Track metrics and performance (pipeline coverage, forecast accuracy) to ensure progress toward both quarterly and annual revenue goals, reporting regularly to the CRO and other executives.

What You'll Bring

• Extensive sales management experience, ideally leading teams in high-growth SaaS or developer tools organizations.
• Proven track record of meeting or exceeding multimillion-dollar quota targets at the director level.
• Experience with enterprise sales cycles in a technical environment, including complex negotiations with multiple stakeholders.
• Strong leadership and mentoring skills, with demonstrated success in building and developing inclusive, high-achieving sales teams.
• Strategic territory planning and forecasting capabilities, with the ability to convert market data into actionable insights.
• Exceptional communication, presentation, and relationship-building skills—both internally and externally.
• Adaptability and resilience in a fast-evolving environment, with a willingness to learn new strategies, tools, and processes quickly.
• Commitment to Honeycomb’s culture and manager principles, emphasizing respect, transparency, ownership, and high standards.

What You'll Get (Benefits)

• A stake in our success: Generous equity with an employee-friendly stock program.
• Transparent compensation: Our pay is based on transparent levels relative to experience.
• Time to recharge: Unlimited PTO.
• Distributed-first culture: A true remote-first mindset.
• Stipends: Home office, co-working, and internet stipend.
• Full benefits coverage: Comprehensive health coverage for employees, with additional coverage available for dependents.
• Parental leave: Up to 16 weeks of paid parental leave, regardless of path to parenthood.
• Professional development: Annual development allowance.

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