Senior Solution Architect

Stack

Responsibilities

• ▹Own the technical sales motion on mid-market to enterprise accounts across AMER, partnering closely with sales
• ▹Lead discovery, solution design and technical conversations from first call through close
• ▹Drive the technical win: define success criteria, run POCs, navigate competitive evaluations
• ▹Engage engineering leaders, platform and SRE teams on observability best practices and AI-era workflows
• ▹Translate complex customer environments into clear architectures and solution narratives
• ▹Leverage AI tools efficiently and creatively while keeping a human in the loop
• ▹Get hands-on: instrument applications and troubleshoot technical blockers
• ▹Contribute to the team's technical library: demos, solution frameworks, reference architectures
• ▹Deliver demos, workshops and technical presentations
• ▹Collaborate across Sales, Product, Marketing, Field Engineering and DevRel
• ▹Bring customer and field signals back into roadmap conversations
• ▹Help onboard newer team members and document what works

Requirements

• ▹5+ years of pre-sales, solution architecture or customer-facing technical experience in highly technical B2B SaaS
• ▹Consistent track record winning competitive, multi-stakeholder deals
• ▹Experience selling into developer, platform, SRE or engineering-led organizations
• ▹Strong executive presence, tailoring messages from engineers to VP-level decision-makers
• ▹Sharp solutioning skills: simplifying complexity, crafting compelling strategies in ambiguity
• ▹Hands-on fluency across modern cloud environments, containers, Kubernetes, distributed systems and API-driven architectures
• ▹Solid working knowledge of observability, distributed tracing and OpenTelemetry
• ▹Comfort with code and implementation details to guide instrumentation
• ▹Strong instincts for unblocking deals and finding practical paths forward
• ▹Experience owning POCs and technical evaluations end-to-end
• ▹Collaborative, cross-functional mindset with Product, Engineering and GTM teams

Nice to have

• ▹Familiarity with MEDDPICC or Command of the Message
• ▹Willingness to travel ~20% for customer engagements and events

Soft skills

What we offer

• ▹Equity — a stake in the company's success
• ▹Transparent, experience-based pay levels
• ▹Unlimited PTO
• ▹Home office / co-working and internet stipend
• ▹Full benefits coverage, with additional coverage for dependents
• ▹Up to 16 weeks of paid parental leave
• ▹Annual development allowance

About the company

Honeycomb is a leading observability company working with well-known customers such as HelloFresh, Slack, LaunchDarkly and Vanguard. The company has closed a Series D round, has scaled past 200 people, and was named to Forbes' America's Best Startups list in both 2022 and 2023. It is a fully distributed, inclusive team.