Solution Architect - EMEA

Overview

Honeycomb is a service for observability and empowering developer tools. We work with companies like Hello Fresh, Slack, Launch Darkly, and Vanguard across various industries. We have closed Series D funding, scaled past 200 employees, and were named to Forbes’ America’s Best Startups of 2022 and 2023.

We value impact, strong culture, and inclusivity. Our team is collaborative, passionate, and focused on delivering high-quality work with autonomy and accountability. #LI-Remote

• Drive technical strategy on Honeycomb's largest, most complex deals, partnering with Strategic AEs and Sales Leadership across the region.
• Lead discovery, solution design, and executive conversations that connect Honeycomb's platform to real engineering and business priorities.
• Own the technical win. Shape success criteria, guide POCs, run competitive bake-offs, and build stakeholder conviction from first call to close.
• Advise engineering leaders and executives at global enterprises on AI-era observability, modern operations, and how great teams build and run software.
• Turn complex customer environments into clear architectures and solution narratives that land with developers and decision-makers.
• Leverage AI tools to be efficient and creative while maintaining accuracy and reliability; human-in-the-loop is a focus.
• Get hands-on when it matters. Instrument apps, unblock technical issues, and help customers prove outcomes in real environments.
• Build scalable content: technical content, reusable demos, and repeatable architectures, while contributing thought leadership.
• Deliver demos, workshops, and presentations that move people, not just inform them.
• Collaborate across Sales, Product, Marketing, Field Engineering, and Dev Rel to sharpen go-to-market motions and improve customer engagement.
• Bring field signals back into the company to influence product direction and demo strategy.
• Mentor peers and model the judgment and autonomy required for broader leadership.

• 7+ years of pre-sales, solution architecture, or customer-facing technical experience in B2B SaaS, ideally on strategic or enterprise accounts.
• A track record of winning complex, high-value deals with sophisticated buying committees and multiple technical stakeholders.
• Experience selling into developer, platform, SRE, or engineering-led organizations with credibility across technical depth and business fluency.
• Executive presence and the ability to tailor messaging from hands-on practitioners to the C-suite.
• Sharp solutioning skills: clear whiteboarding, simplicity of complex concepts, and compelling technical strategies for ambiguous, high-stakes situations.
• Hands-on fluency across modern cloud environments, CSPs, containers, Kubernetes, distributed systems, and API-driven architectures.
• Strong knowledge of observability, distributed tracing, and Open Telemetry; understanding how modern teams instrument, troubleshoot, and optimize systems.
• Comfort navigating code and implementation details across languages and frameworks to guide instrumentation and validation work.
• Strong instincts for unblocking deals, reframing challenges, and practical paths forward in ambiguity.
• Experience owning complex POCs and evaluations, defining success criteria, managing risk, and driving disciplined outcomes.
• A collaborative, cross-functional approach with experience influencing Product, Engineering, and GTM teams.
• A perspective on where observability, developer tooling, and AI-assisted workflows are headed; enthusiasm for helping customers modernize.
• Mentorship and a growth mindset: sharing knowledge, building reusable assets, and improving the team around you.
• Familiarity with MEDDPICC or Command of the Message is a plus.
• Willingness to travel ~20% for customer engagements, field events, and internal collaboration.

• A stake in our success - generous equity with an employee-friendly stock program
• Transparent pay levels relative to experience
• Unlimited PTO and paid sabbatical
• Distributed-first mindset and culture
• Home office, co-working, and internet stipend
• Full benefits coverage for employees, with additional coverage for dependents
• Up to 16 weeks of paid parental…