Director, Sales - USA - Remote Eligible

Director, Sales - USA

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!

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.