Mid Market Account Executive

Role Overview

• 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

• 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

• 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...