Staff Solution Architect
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Job Description
Staff Solution Architect driving technical strategy on complex deals at Honeycomb. Advising engineering leaders and executives on modern observability and software operations.
Responsibilities:
- Drive technical strategy on Honeycomb's largest, most complex deals, partnering with Strategic AEs and Sales Leadership across the region.
- Lead discovery, solution design, and executive conversations that connect Honeycomb's platform to real engineering and business priorities.
- Own the technical win. Shape the success criteria, guide the POCs, run competitive bake-offs, and build stakeholder conviction from first call to close.
- Advise engineering leaders and executives at global enterprises on AI-era observability, modern operations, and how great teams build and run software.
- Turn complex customer environments into clear architectures and solution narratives that land with both developers and decision-makers.
- Leverage AI tools and get efficient and creative while maintaining accuracy and reliability. Human-in-the-loop is a real thing!
- Get hands-on when it matters. Instrument apps, unblock technical issues, and help customers prove outcomes in real environments.
- Build things that scale: technical content, reusable demos, repeatable architectures, and bring thought leadership that makes the whole team better.
- Deliver demos, workshops, and presentations that move people, not just inform them.
- Work across Sales, Product, Marketing, Field Engineering, and DevRel to sharpen the go-to-market motion and improve how we show up for customers.
- Bring field signals back into the company. Help shape the product direction and demo strategy.
- Mentor peers and model the judgment and autonomy this role demands. Illustrate a clear path to broader leadership.
Requirements:
- 7+ years of pre-sales, solution architecture, or customer-facing technical experience in B2B SaaS. Ideally on strategic or enterprise accounts.
- A track record of winning complex, high-value deals with sophisticated buying committees and multiple technical stakeholders.
- Experience selling into developer, platform, SRE, or engineering-led organizations with the ability to earn credibility fast, with both technical depth and business fluency.
- Executive presence and the range to tailor your message from hands-on practitioners to the C-suite.
- Sharp solutioning skills: you whiteboard clearly, simplify complexity, and build compelling technical strategies for ambiguous, high-stakes situations.
- Hands-on fluency across modern cloud environments, CSPs, containers, Kubernetes, distributed systems, API-driven architectures.
- Strong 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 languages and frameworks; enough to guide instrumentation and validation work directly.
- Strong instincts for unblocking deals, reframing challenges, and finding practical paths forward when things get ambiguous.
- Experience owning complex POCs and evaluations, defining success criteria, managing risk, and driving disciplined outcomes.
- A collaborative, cross-functional approach with experience influencing Product, Engineering, and GTM teams.
- A point of view on where observability, developer tooling, and AI-assisted workflows are headed and genuine enthusiasm for helping customers modernize.
- A mentorship and growth 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.
Benefits:
- A stake in our success - generous equity with employee-friendly stock program
- It’s not about how strong of a negotiator you are - our pay is based on transparent levels relative to experience
- Time to recharge - Unlimited PTO and paid sabbatical
- A distributed-first mindset and culture (really!)
- Home office, co-working, and internet stipend
- Full benefits coverage for employees, with additional coverage available for dependents
- Up to 16 weeks of paid parental leave, regardless of path to parenthood
- Annual development allowance
- And much more...
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