Senior Solution Architect

Honeycomb.io is hiring a Senior Solution Architect to join our fully distributed team, working remotely from anywhere in the United States. In this role, you'll bring deep technical expertise to our most strategic accounts and help engineering teams rethink how they build, operate, and observe modern software.

About the Role

As a Senior Solution Architect at Honeycomb.io, you'll sit where technology, customer advocacy, and revenue meet. Partnering with sales and world-class engineering organizations across AMER, you'll own the technical sales motion, shape major customer decisions, and influence how we go to market. This is a hands-on technical leadership role for someone who wants to redefine what great technical selling looks like in the observability space.

Key Responsibilities

• Lead the technical sales motion across a portfolio of mid-market to enterprise accounts, collaborating with sales to move deals forward.
• Guide discovery, solution design, and technical conversations from the first call through close, connecting our platform to real engineering and business goals.
• Drive the technical win by defining success criteria, running POCs, navigating competitive evaluations, and earning trust with technical buyers.
• Advise engineering leaders, platform teams, and SRE organizations on observability best practices and AI-era workflows.
• Get hands-on when it counts: instrument applications, troubleshoot blockers, and help customers prove outcomes in live environments.
• Build reusable demos, reference architectures, and solution frameworks that strengthen the whole team.
• Partner across Sales, Product, Marketing, Field Engineering, and DevRel, carrying customer signals back into roadmap and positioning discussions.

Qualifications

• 5+ years in pre-sales, solution architecture, or customer-facing technical roles within B2B SaaS serving a highly technical audience.
• A proven record of winning competitive, multi-stakeholder deals and navigating complex evaluations.
• Experience selling into developer, platform, SRE, or engineering-led organizations, with the credibility to bridge technical depth and business value.
• Strong executive presence and the range to speak to both hands-on engineers and VP-level decision-makers.
• Hands-on fluency with cloud platforms, containers, Kubernetes, distributed systems, and API-driven architectures.
• Solid grounding in observability, distributed tracing, and OpenTelemetry, plus enough comfort with code to guide instrumentation.
• End-to-end ownership of POCs and technical evaluations. Familiarity with MEDDPICC or Command of the Message is a plus.
• Willingness to travel roughly 20% for customer engagements and team events.

About Honeycomb.io

Honeycomb.io is defining observability and raising expectations for developer tools, partnering with companies like HelloFresh, Slack, LaunchDarkly, and Vanguard. As a remote-first, fiercely inclusive team, we extend trust, autonomy, and accountability from day one. Compensation includes On Target Earnings of $185,500–$250,000 USD (base plus commission, based on level), generous equity through an employee-friendly stock program, transparent pay tied to experience, and unlimited PTO.

How to Apply

To apply, complete your application directly on this page, or you'll be redirected to the employer's application platform to finish submitting there.