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Company

honeycomb.io · 6 hours ago

Mid Market Account Executive

United States

Full-time

Remote

Entry, Mid Level

$175K/yr - $250K/yr

2+ years exp

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Hiring Manager

Amanda Shapiro

Insider Connection @honeycomb.io

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Responsibilities

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 mid-market and large 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

Travel as necessary to accounts in order to develop relationships and close large opportunities

Qualification

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SaaS sales experienceSales cycle managementSoftware development life cycleTechnical integration salesAccount managementClosing skillsMEDDPIC/CoM

Required

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 to engineering teams at small to medium customers, especially with a land-and-expand pattern.

A strong understanding of the software development life cycle, preferably gained by selling software products that target a part of it.

Experience managing a sale that involves technical integration prior to purchase.

Experience working with customer champion to scope an achievable, valuable POC to appeal to the buyer.

A true desire to see customers benefit from the investment they make with you

Able to provide high degree of major account management and control

Work under minimal supervision on complex projects

Ability to leverage established relationships and proven sales techniques for success

Effective communicator (written/verbal), strong interpersonal skills

Motivated, driven and results oriented

You share our values, and work in accordance with those values.