About this role
Honeycomb is seeking an Enterprise Account Executive to drive enterprise growth and close complex deals. You will own long sales cycles with Fortune 1000 and Global 2000 companies, collaborate with Solutions Architects, Product, and Customer Success, and consistently exceed quota through consultative selling.
Key Responsibilities
- Own and drive complex 6–12+ month enterprise sales cycles
- Build multi-threaded relationships across engineering, DevOps, observability, and procurement
- Sell consultatively using deep discovery and storytelling
- Collaborate with Solutions Architects, Product, and Customer Success to shape tailored deals
- Deliver predictable pipeline growth, accurate forecasting, and exceed quota
Technical Overview
While not requiring direct engineering, the role is built around selling technical value in DevOps, observability, and cloud infrastructure contexts. The candidate must engage engineering and DevOps/procurement leadership and tailor solutions based on customer technical landscape and buying process.
Ideal Candidate
The ideal candidate is an enterprise closer with 5+ years of full-cycle SaaS selling experience, ideally in DevOps, observability, or cloud infrastructure. They can own long (6–12+ month) Fortune 1000 and Global 2000 sales cycles, influence C-suite stakeholders, and land $500K+ multi-year deals through complex buying committees.
Must-Have Skills
5+ years of full-cycle enterprise SaaS selling experienceLand $500K+ multi-year deals with complex buying committeesAbility to influence C-level stakeholdersDeep discoverystorytellingand consultative selling expertiseCollaborate with Solutions ArchitectsProductand Customer Success to shape high-valuetailored dealsOwn and drive complex6–12+ month sales cycles with Fortune 1000 and Global 2000 companiesDeliver predictable pipeline growth and accurate forecasting
Nice-to-Have Skills
Experience in DevOpsobservabilityor cloud infrastructureExperience with enterprise sellers who navigate $500K–$1M+ ACV opportunitiesNamed to Forbes’ America’s Best Startups alignment (not a skillincluded as company context)
Required Skills
Enterprise SaaS sellingfull-cycle salesconsultative sellingdeep discoverystorytellingmulti-threaded relationshipsC-suite influencecomplex buying committeesforecastingpipeline growthconsultative relationship sellingDevOpsobservabilitycloud infrastructure
Hard Skills
Enterprise SaaS sellingFull-cycle salesComplex sales cycles (6–12+ months)Enterprise pipeline managementAccurate forecastingQuota attainmentConsultative sellingDeep discoveryStorytellingMulti-threadingC-suite influenceEnterprise deal negotiationManaging complex buying committeesBuilding strategic relationshipsSales cycle navigationConsultative relationship sellingDevelop and deliver tailored proposalsCollaborate with Solutions ArchitectsCollaborate with ProductCollaborate with Customer SuccessRepresent company at industry events and conferencesSelling consultatively into observabilityDevOpsObservabilityCloud infrastructureFortune 1000 and Global 2000 sellingEnterprise account managementSales outreach and prospectingLand $500K+ multi-year deals
Soft Skills
Executive presenceInfluencing C-level stakeholdersCross-functional collaborationConsultative communicationRelationship buildingBias for executionAmbitionGritAbility to work in a fast-paced environmentMulti-threading and stakeholder navigationGrit and ambition
Keywords for Your Resume
Enterprise Account ExecutiveEnterprise Account ManagerFull-cycle enterprise SaaS sellingEnterprise SaaSConsultative sellingDeep discoverystorytellingmulti-threaded relationshipsC-suite influenceC-level stakeholdersFortune 1000Global 20006–12+ month sales cyclespredictable pipeline growthaccurate forecastingexceed quota targets$500K multi-year deals$1M+ ACV opportunitiescomplex buying committeesSolutions ArchitectsCustomer SuccessDevOpsobservabilitycloud infrastructureenterprise closersenterprise SaaSconsultative selling$500K+ multi-year dealsC-suite
Deal Breakers
Must have 5+ years of full-cycle enterprise SaaS selling experience, Must have proven ability to land $500K+ multi-year deals with complex buying committees, Must demonstrate ability to influence C-level stakeholders
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