Senior Director, Sales- West

About this role

What We’re Building

Honeycomb is a service for the near and present future, defining observability and raising expectations of what developer tools can do! We’re working with well known companies like HelloFresh, Slack, LaunchDarkly, and Vanguard and more across a range of industries. This is an exciting time in our trajectory, we’ve closed Series D funding, scaled past the 200-person mark, and were named to Forbes’ America’s Best Startups of 2022 and 2023!

If you want to see what we’ve been up to, please check out these blog posts and Honeycomb.io press releases.

Who We Are

We come for the impact, and stay for the culture! We’re a talented, opinionated, passionate, fiercely inclusive, and responsible group of bees. We have conviction and we strive to live our values every day. We want our people to do what they truly love amongst a team of highly talented (but humble) peers.

How We Work

We are a fully distributed company, which means we believe it is not where you sit, but how you deliver that matters most. We invest in our people and care about how you orient to our culture and processes. At the same time we imbue a lot of trust, autonomy, and accountability from Day 1. #LI-Remote

What you’ll do in the role:

Healthy and inclusive team builder

• Create a high-performance culture across your region by fostering collaboration, trust, and open communication within a diverse sales team.

• 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 regional sales strategy (territory plans, pipeline development) that aligns with Honeycomb’s broader revenue and growth objectives.

• 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 regional 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 keeping cross-functional success in mind (collaborating 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 to the role:

• 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…