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Senior Solution Architect

2 months ago
United States
Full-time
Senior
Solutions Architect
Software Development
Kubernetes OpenTelemetry
Apply Now
Honeycomb.io

Honeycomb.io

Honeycomb.io provides a comprehensive observability platform designed for engineers to effectively debug and monitor distributed services, including microservices and serverless applications, facilitating collaborative problem-solving and enhancing ove...

Internet Software & Services
51-250
Founded 2016
$149M raised
View All Jobs 9

Description

  • Own the technical sales motion across a portfolio of mid-market and enterprise accounts across AMER.
  • Lead discovery, solution design, and technical conversations from first call through close.
  • Define success criteria, run POCs, navigate competitive evaluations, and drive technical wins.
  • Engage with engineering leaders, platform teams, and SRE organizations on observability best practices and AI-era workflows.
  • Translate complex customer environments into clear architectures and solution narratives.
  • Use AI tools to work efficiently while maintaining accuracy and human review.
  • Instrument applications, troubleshoot technical blockers, and help customers validate outcomes in real environments.
  • Build and maintain demos, solution frameworks, reference architectures, and other reusable technical assets.
  • Deliver demos, workshops, and technical presentations to build customer confidence.
  • Collaborate with Sales, Product, Marketing, Field Engineering, and DevRel to improve the go-to-market motion.
  • Bring customer and field feedback into roadmap and product positioning conversations.
  • Onboard newer team members and document best practices to support continuous improvement.

Requirements

  • 5+ years of pre-sales, solution architecture, or customer-facing technical experience in B2B SaaS with a highly technical ICP.
  • Experience working with enterprise or mid-market accounts.
  • Proven track record of winning competitive, multi-stakeholder deals with technical buyers.
  • Experience selling into developer, platform, SRE, or engineering-led organizations.
  • Strong executive presence with the ability to communicate effectively from hands-on engineers to VP-level decision-makers.
  • Strong solutioning skills, including whiteboarding, simplifying complexity, and crafting technical strategies in ambiguous situations.
  • Hands-on fluency with modern cloud environments, CSPs, containers, Kubernetes, distributed systems, and API-driven architectures.
  • Working knowledge of observability, distributed tracing, and OpenTelemetry.
  • Comfort navigating code and implementation details across common languages and frameworks.
  • Experience owning POCs and technical evaluations end-to-end.
  • Collaborative, cross-functional mindset with experience working alongside Product, Engineering, and GTM teams.
  • A point of view on observability, developer tooling, and AI-assisted workflows.
  • Familiarity with MEDDPICC or Command of the Message is a plus.
  • Willingness to travel approximately 20% for customer engagements, field events, and internal collaboration.
  • Cannot currently sponsor or support visa transfers.

Benefits

  • On Target Earnings of $185,500-$218,500 USD based on level of experience, including base and commission.
  • Generous equity with an employee-friendly stock program.
  • Transparent pay levels based on experience.
  • Unlimited PTO.
  • Distributed-first and fully remote work culture.
  • 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 path to parenthood.
  • Annual development allowance.

Interested in this position?

Apply directly on the company website

Apply Now

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