Enterprise Account Executive - West
WFA Digital Insight
The demand for skilled enterprise account executives in the digital space has grown significantly, with a 25% increase in job postings over the last year. As companies like Honeycomb continue to innovate and expand, the need for professionals who can navigate complex sales cycles and build strategic relationships with key decision-makers is on the rise. With its fully distributed team and commitment to inclusivity, Honeycomb stands out as an attractive option for those looking to thrive in a remote work environment. Before applying, candidates should be prepared to showcase their expertise in enterprise sales, their ability to work independently, and their passion for innovative technologies.
Job Description
About the Role
The Enterprise Account Executive role at Honeycomb is a pivotal position for driving business growth through strategic sales efforts. As a key member of the sales team, you will be responsible for identifying, pursuing, and closing large-scale deals with Fortune 1000 and Global 2000 companies. This role requires a deep understanding of the sales process, the ability to build strong relationships with C-level executives, and the capacity to navigate complex sales cycles.The sales team at Honeycomb is known for its high-performing and strategic approach, with a proven track record of closing Fortune 500 logos and building a pipeline primed for enterprise sellers. The team is fully distributed, allowing for autonomous work and flexible scheduling, but also values collaboration and open communication.
What You Will Do
- Own and drive complex sales cycles with large enterprises, typically lasting 6-12 months
- Build and maintain strategic relationships with key decision-makers across various departments
- Sell consultatively, bringing a deep understanding of the customer's business needs and technical landscape
- Collaborate with internal teams, such as Solutions Architects, Product, and Customer Success, to craft tailored solutions
- Deliver predictable pipeline growth, accurate forecasting, and exceed quota targets
- Represent Honeycomb at key industry events, conferences, and executive briefings
- Develop and execute account plans to expand Honeycomb's presence within existing accounts
- Stay up-to-date with industry trends, competitor activity, and emerging technologies
- Provide feedback to internal teams on market needs and customer insights
- Participate in sales strategy discussions and contribute to the development of best practices
What We Are Looking For
- 5+ years of full-cycle enterprise SaaS selling experience, preferably in DevOps, observability, or cloud infrastructure
- Proven track record of closing large, multi-year deals with complex buying committees
- Strong executive presence and the ability to influence C-level stakeholders
- Deep discovery, storytelling, and consultative selling skills
- Experience with enterprise sales frameworks such as MEDDPICC or Command of the Message
- Ability to work in a fast-paced, high-ownership environment with a bias for execution
- Excellent communication and interpersonal skills
- Ability to navigate and manage multiple stakeholders and priorities
- Experience with CRM software and sales productivity tools
Nice to Have
- Experience working with distributed teams or in a fully remote work environment
- Knowledge of the observability space and developer tools
- Familiarity with cloud infrastructure and DevOps practices
- Certification in sales methodologies or technologies relevant to the role
Benefits and Perks
- Competitive On Target Earnings (OTE) based on experience
- Generous equity with an employee-friendly stock program
- Unlimited PTO to ensure work-life balance
- Distributed-first mindset and culture, with support for remote work
- 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 the path to parenthood
- Annual development allowance for continuous learning and growth
- Access to top-tier industry events and conferences
- Opportunity to work with a high-performing, strategic sales team
How to Stand Out
- Ensure you have a strong understanding of enterprise sales cycles and the ability to navigate complex buying committees.
- Develop a portfolio that showcases your success in closing large deals and building strategic relationships with C-level executives.
- Be prepared to discuss your experience with sales frameworks such as MEDDPICC or Command of the Message.
- Highlight your ability to work independently in a fast-paced environment and your comfort with autonomy and accountability.
- Research Honeycomb's products and services to demonstrate your understanding of the company's value proposition and how it fits into the broader market landscape.
- Be prepared to provide specific examples of how you've handled challenging sales situations and how you've adapted to changing customer needs.
- Consider reaching out to current or former employees to gain insight into the company culture and what it's like to work at Honeycomb.
This is a remote position listed on WFA Digital, the platform for professionals who work from anywhere. Browse more remote jobs across all categories.