Director, Sales
About the job
• Build, lead, and scale a high-performing sales team bringing Honeycomb’s observability platform to innovative engineering organizations.
• Develop and execute sales strategy (territory plans, pipeline development) aligned with revenue and growth objectives.
• Build vertical-specific strategies, initially focusing on Financial Services & Insurance.
• Analyze market trends and customer insights to inform forecasts and refine approach.
• Manage the entire sales cycle—from prospecting to negotiation to close—collaborating with Marketing, Solutions Engineering, and Customer Success.
• Mentor and coach a sales team (including Account Executives, potentially SDRs/BDRs) with individualized growth plans.
• Track metrics and performance (pipeline coverage, forecast accuracy) and report regularly to the CRO and executives.
• Demonstrate budget and resource stewardship by making data-driven decisions.
Requirements
- 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.
- Experience selling into regulated industries such as Financial Services or Insurance (FSI) and the ability to translate technical value into business outcomes for executive buyers.
- Commitment to Honeycomb’s culture and manager principles, emphasizing respect, transparency, ownership, and high standards.
- Please note we cannot currently sponsor or support visa transfers at this time.
- In compliance with applicable law, all persons hired will be required to verify identity and eligibility to work.
