Apply on Employer Site

honeycomb.io · 1 day ago

Head of Partnerships and Ecosystem

United States

Full-time

Remote

Director/Executive

$275K/yr - $350K/yr

8+ years exp

Honeycomb is a service defining observability and raising expectations of developer tools, currently seeking a Head of Partnerships and Ecosystem. The role involves owning the global partnerships strategy, building partnerships into a scalable growth engine, and leading a high-performing team to drive measurable pipeline and revenue impact.

Cloud Data ServicesData VisualizationDeveloper ToolsDevOpsInformation TechnologySoftware Engineering

No H1B

Responsibilities

Own and execute Honeycomb’s global partnerships and ecosystem strategy, prioritizing partner motions that materially impact pipeline, ARR, and long-term growth

Build partnerships into a repeatable, scalable GTM engine by aligning Sales, Marketing, Product, Customer Success, and RevOps around shared priorities and execution

Identify, onboard, and deepen relationships with strategic partners across hyperscalers, systems integrators, technology partners, and reseller channels

Lead, hire, and develop a high-performing partnerships team with clear accountability, strong operating rhythm, and an inclusive, high-trust culture

Establish clear success metrics and reporting for partner-sourced and partner-influenced pipeline and revenue, using data to guide prioritization and investment decisions

Serve as a senior cross-functional leader and communicator, translating strategy into clear direction and navigating tradeoffs in a fast-moving, ambiguous environment

Operate with a strong owner mindset—making disciplined decisions that balance near-term revenue impact with durable, long-term ecosystem scale

Qualification

Partnerships strategyEcosystem leadershipSaaS experienceData-driven decision-makingCross-functional leadershipTeam developmentBusiness acumenStrategic mindset

Required

8–12+ years of experience in partnerships, business development, or ecosystem leadership within SaaS or cloud technology companies operating at a global scale

Demonstrated success building and scaling partner programs that drive measurable pipeline and revenue outcomes, globally

Deep experience across key partner motions, including hyperscalers (AWS, GCP, Azure specifically), systems integrators, technology partners, and reseller or regional expansion models

Strong cross-functional leadership skills with the ability to influence senior stakeholders across Sales, Marketing, Product, and Operations

Experience hiring, leading, and developing high-performing teams in a growth-stage environment

Strategic mindset paired with operational rigor—comfortable moving from vision to execution and iteration

Strong business acumen with a data-driven approach to prioritization, measurement, and decision-making