Senior Solution Architect

Little more about the team:

The Solution Architecture team sits at the intersection of technology, customer advocacy, and revenue, working Honeycomb’s most strategic opportunities. We partner with world-class engineering organizations to solve complex observability challenges and change how teams build and operate software. This is a team of hands-on technical leaders who want to shape major customer decisions, influence go-to-market strategy, and redefine what great technical selling looks like.

What you’ll do in the role:

• Own the technical sales motion on a portfolio of mid-market to enterprise accounts across AMER, partnering closely with sales to drive deals forward.
• Lead discovery, solution design, and technical conversations that connect Honeycomb’s platform to real engineering and business priorities, from first call through close.
• Drive the technical win. Define success criteria, run POCs, navigate competitive evaluations, and build stakeholder confidence with engineering teams and technical buyers.
• 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 that resonate with both hands-on practitioners and technical decision-makers.
• Leverage AI tools to work efficiently and creatively while maintaining accuracy and reliability. Human-in-the-loop is a real thing!
• Get hands-on when it matters. Instrument applications, troubleshoot technical blockers, and help customers prove outcomes in real environments.
• Contribute to the team’s technical library: demos, solution frameworks, reference architectures, and repeatable assets that make the whole team more effective.
• Deliver demos, workshops, and technical presentations that create conviction.
• Collaborate across Sales, Product, Marketing, Field Engineering, and DevRel to strengthen the go-to-market motion and improve how we show up for customers.
• Bring customer and field signals back into the company. Contribute to roadmap conversations and help shape how we demo and position the product.
• Share what you know. Help onboard newer team members, document what works, and contribute to a culture of learning and continuous improvement.

What you’ll bring to the role:

• 5+ years of pre-sales, solution architecture, or customer-facing technical experience in B2B SaaS with a highly technical ICP, with a focus on enterprise or mid-market accounts.
• A consistent track record of winning competitive, multi-stakeholder deals with technical buyers and navigating complex evaluation processes.
• Experience selling into developer, platform, SRE, or engineering-led organizations , you earn technical credibility quickly and know how to bridge technical depth with business value.
• Strong executive presence with the ability to tailor your message from hands-on engineers to VP-level decision-makers.
• Sharp solutioning skills: you whiteboard clearly, simplify complexity, and craft compelling technical strategies even in ambiguous situations.
• Hands-on fluency across modern cloud environments, CSPs, containers, Kubernetes, distributed systems, and API-driven architectures.
• Solid working knowledge of observability, distributed tracing, and OpenTelemetry. You understand how modern teams instrument, troubleshoot, and optimize complex systems.
• Comfort navigating code and implementation details across common languages and frameworks , enough to guide instrumentation and validate technical approaches with customers.
• Strong instincts for unblocking deals, reframing challenges, and finding practical paths forward when things get ambiguous.
• Experience owning POCs and technical evaluations end-to-end: defining success criteria, managing risk, and driving to a clear outcome.
• A collaborative, cross-functional mindset with experience working alongside Product, Engineering, and GTM teams to improve how we go to market.
• A point of view on where observability, developer tooling, and AI-assisted workflows are headed , and genuine enthusiasm for helping customers modernize.
• A growth and contribution mindset: you share what you know, build reusable assets, and make the people around you better.
• Familiarity with MEDDPICC or Command of the Message is a plus.
• Willingness to travel ∼20% for customer engagements, field events, and internal collaboration.