Senior Solution Architect - Honeycomb

About Honeycomb

Honeycomb is defining the future of observability and raising expectations of what developer tools can do! We’re working 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 invest in our people and imbue a lot of trust, autonomy, and accountability from Day 1.

The Role & The Team

The Solution Architecture team sits at the intersection of technology, customer advocacy, and revenue, working Honeycomb’s most strategic opportunities. We partner with world-class engineering organizations to solve complex observability challenges and change how teams build and operate software. This is a team of hands-on technical leaders who want to shape major customer decisions, influence go-to-market strategy, and redefine what great technical selling looks like.

What You'll Do

• Own the technical sales motion on a portfolio of mid-market to enterprise accounts across AMER, partnering closely with sales to drive deals forward.
• Lead discovery, solution design, and technical conversations that connect Honeycomb’s platform to real engineering and business priorities, from first call through close.
• Drive the technical win: Define success criteria, run POCs, navigate competitive evaluations, and build stakeholder confidence with engineering teams and technical buyers.
• Engage with engineering leaders, platform teams, and SRE organizations on observability best practices and AI-era workflows.
• Translate complex customer environments into clear architectures and solution narratives that resonate with both hands-on practitioners and technical decision-makers.
• Leverage AI tools to work efficiently and creatively while maintaining accuracy and reliability.
• Get hands-on: Instrument applications, troubleshoot technical blockers, and help customers prove outcomes in real environments.
• Contribute to the technical library: Create demos, solution frameworks, reference architectures, and repeatable assets that make the whole team more effective.
• Collaborate across teams (Sales, Product, Marketing, Field Engineering, and DevRel) to strengthen the go-to-market motion and improve how we show up for customers.
• Bring customer and field signals back into the company to shape the product roadmap.

What You'll Bring

• 5+ years of pre-sales, solution architecture, or customer-facing technical experience in B2B SaaS with a highly technical ICP, with a focus on enterprise or mid-market accounts.
• Proven track record of winning competitive, multi-stakeholder deals with technical buyers and navigating complex evaluation processes.
• Experience selling into developer, platform, SRE, or engineering-led organizations; you earn technical credibility quickly and know how to bridge technical depth with business value.
• Strong executive presence with the ability to tailor your message from hands-on engineers to VP-level decision-makers.
• Sharp solutioning skills: You whiteboard clearly, simplify complexity, and craft compelling technical strategies even in ambiguous situations.
• Hands-on fluency across modern cloud environments, CSPs, containers, Kubernetes, distributed systems, and API-driven architectures.
• Solid working knowledge of observability, distributed tracing, and OpenTelemetry. You understand how modern teams instrument, troubleshoot, and optimize complex systems.
• Comfort navigating code and implementation details across common languages and frameworks to guide instrumentation and validate technical approaches.
• Experience owning POCs and technical evaluations end-to-end: defining success criteria, managing risk, and driving to a clear outcome.
• Willingness to travel ~20% for customer engagements, field events, and internal collaboration.
• Familiarity with MEDDPICC or Command of the Message is a plus.

What You'll Get

• Equity: Generous equity with an employee-friendly stock program.
• Compensation: Transparent pay levels relative to experience. On Target Earnings (OTE) range of $185,500—$225,000 USD (Base + Commission).
• Time Off: Unlimited PTO to recharge.
• Remote Support: Home office, co-working, and internet stipend.
• Benefits: Full health 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.
• Learning: Annual professional development allowance.