The Opportunity

We’re looking for a Sales Director to build, lead, and scale a high-performing team that brings Honeycomb’s vision to some of the world’s most innovative engineering organizations. This role is both strategic and hands-on—shaping go-to-market execution, developing top talent, and driving results across enterprise accounts.

A key part of this role will be developing vertical go-to-market strategies, particularly in Financial Services and Insurance, where Honeycomb helps organizations ensure compliance, mitigate risk, and accelerate digital transformation with world-class observability.

What You’ll Do

Healthy and Inclusive Team Builder

• Create a high-performance culture across your team by fostering collaboration, trust, and open communication.
• Encourage healthy conflict resolution and empower team members to learn from each other while maintaining mutual respect.

Strategic Thinking That Moves Mountains

• Develop and execute a sales strategy for your team (territory plans, pipeline development) that aligns with Honeycomb’s broader revenue and growth objectives.
• Build vertical-specific strategies, with an initial focus on Financial Services & Insurance (FSI).
• Analyze market trends and customer insights to inform forecasts, refine the approach, and accelerate decision-making to drive sustained growth.

Courageous Communicator and Motivator

• Communicate vision and direction clearly, ensuring your team understands evolving strategies, product updates, and priority changes.
• Foster transparency and honesty by regularly offering and soliciting direct, constructive feedback that keeps the team motivated and on track.

Develops Self and Others

• Mentor and coach a sales team (including Account Executives, potentially SDRs/BDRs) by setting individualized growth plans and skill-development goals.
• Invest in your own learning (market knowledge, leadership best practices) to elevate both your personal impact and the overall team’s capabilities.

Think Like an Owner

• Manage the entire sales cycle—from prospecting to negotiation to close—while collaborating cross-functionally with Marketing, Solutions Engineering, and Customer Success.
• Demonstrate budget and resource stewardship by making data-driven decisions that support Honeycomb’s mission and yield strong ROI.

Align With Company Goals

• Meet and exceed sales targets by aligning regional initiatives with Honeycomb’s strategic imperatives.
• Track metrics and performance (pipeline coverage, forecast accuracy) to ensure progress toward both quarterly and annual revenue goals, reporting regularly to the CRO and other executives.

What You’ll Bring

• Extensive sales management experience, ideally leading teams in high-growth SaaS or developer tools organizations.
• Proven track record of meeting or exceeding multimillion-dollar quota targets at the director level.
• Experience with enterprise sales cycles in a technical environment, including complex negotiations with multiple stakeholders.
• Strong leadership and mentoring skills, with demonstrated success in building and developing inclusive, high-achieving sales teams.
• Strategic territory planning and forecasting capabilities, with the ability to convert market data into actionable insights.
• Exceptional communication, presentation, and relationship-building skills—both internally and externally.
• Adaptability and resilience in a fast-evolving environment, with a willingness to learn new strategies, tools, and processes quickly.
• Experience selling into regulated industries such as Financial Services or Insurance (FSI) and the ability to translate technical value into business outcomes for executive buyers.
• Commitment to Honeycomb’s culture and manager principles, emphasizing respect, transparency, ownership, and high standards.