Mid Market Account Executive

Little more about the team:

We’re looking for an Account Executive (AE) to take advantage of our strong market position to drive sales. The ideal candidate will thrive in a fast-paced work environment that rewards initiative and judgment with autonomy and responsibility. You should love the thrill of the hunt, and should have experience bridging technical benefits with business cases

What you’ll do in the role:

• 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 SMB and mid-market and 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.

What you’ll bring to the role:

• 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 from prospect to close, particularly to engineering teams at small to medium sized accounts
• A strong understanding of the software development lifecycle, preferably gained by selling software products that target a part of it
• Experience working with customer champion to scope an achievable, valuable POC to appeal to the buyer
• Demonstrated ability to build effective territory plans and generate self-sourced opportunities within a defined territory
• A true desire to see customers benefit from the investment they make with youAbility to leverage established relationships and proven sales techniques for success
• Strong written/verbal communication skills, motivated, driven and results-oriented
• Preferred experience in negotiation, presentation and closingYou share our values, and work in accordance with those values
• Plus: Experience with MEDDPIC/ CoM