Senior Sales Manager- EAST COAST

What We’re BuildingHoneycomb defined the concept of observability and is raising expectations of what our developer tools can do! We’re working with well known companies like HelloFresh, Slack, LaunchDarkly, and Vanguard and more across a range of industries. This is an exciting time in our trajectory, we’ve closed Series D funding, scaled past the 150-person mark, and were named to Forbes’ America’s Best Startups of 2022 and 2023!!
Honeycomb is built to help engineering teams deeply explore and understand their own production systems — in real time. It's a service for the near future and present, where distributed systems are the new default, every service is a platform, and empowered generalist software engineers are the new ops. We are passionate about consumer-quality developer tools and excited to build a product that raises our industry's expectations of what tools can do for technical teams.
As the Senior Sales Manager, you will be our leader in the market and help build and lead a dynamic sales team and help Honeycomb surpass our growth goals and realize our potential. The right candidate is responsible for building and leading a world class regional sales team, executing our growth plans for your territory, executing sales methodology and processes with your team, and partnering with the customer success, marketing, product, engineering and operations teams to deliver the best possible customer experience.
Who We Are We come for the impact, and stay for the culture! We’re a talented, opinionated, passionate, fiercely inclusive, and responsible group of bees. We have conviction and we strive to live our values every day. We want our people to do what they truly love amongst a team of highly talented (but humble) peers.
How We WorkWe are a remote-first company, which means we believe it is not where you sit, but how you deliver that matters most. We invest in our people and care about how you orient to our culture and processes. At the same time we imbue a lot of trust, autonomy, and accountability from Day 1.

What you'll do in the role

• Build and manage a team of Account Executives focused on driving Honeycomb ARR
• Achieve growth and sales targets through successful management of the sales team
• Design and implement a strategic sales plan for your focus region that enables Honeycomb to land new customers and expand our ARR with existing customer relationships
• Drive your teams focus in our developing Enterprise motion. Elevate the enterprise role and help us to clarify the separation from Enterprise and Mid Market process and team structure.
• Forecast your business to provide accurate data to leadership on how each individual on the team and the team overall will perform this quarter and this year.
• Build pipeline to achieve future sales targets, both through partnership with marketing to support inbound opportunity conversion and through the team’s outbound efforts to identify new opportunities
• Manage recruiting, objectives setting, coaching and performance monitoring of account executives on your team.
• Provide coaching and development to your team as you work to improve their skills, behaviors, and performance
• Develop strong cross functional relationships to support Honeycomb growth and ensure market feedback makes it way back to the organization.
• Drive accountability for our sales methodologies, systems, processes, and data.
• Proactively identify process/technology gaps we have as a GTM team and partner with the appropriate teams to develop a data backed hypothesis to solve
• Develop a culture that enables the AEs to learn and grow in each deal, while you collaborate with them on deal support
• Help to ramp and onboard new AEs as we continue to both scale in size and in overall sales process maturity. This will include ensuring that your team is up to date in our sales methodology training and that they are learning and developing a deep understanding of our users and product use cases.
• Accountable to our culture of diversity, development, and the personal/professional growth of our sales teams. 

What You'll Bring

• Experience managing & leading a regional sales team of individual contributors in a SaaS organization, preferably with experience in the IT applications or observability space.
• Experience selling and managing teams which sell to the core personas in Engineering, DevOps, SRE, Observability, etc.
• A “customer first” mindset, prioritizing customer success as a critical driver of Honeycomb’s short, medium, and long term growth.
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