Head of Global Solution Architecture

Honeycomb.io

115d • $200,000 - $245,000

About The Position

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. Our Solution Architecture (SA) organization sits within Customer Success and owns the full lifecycle: pre‑sales Solutions Architects and post‑sales Customer Success Architects. We partner tightly with Sales, Product, Engineering, Support, Security, and RevOps to win complex enterprise deals and ensure durable value realization post‑sale. You will lead, coach, and scale a high-impact global team across AMER, EMEA, and APAC—building the operating model, playbooks, and standards that make Honeycomb the easiest and most trusted observability platform to adopt at scale.

Requirements

• 12+ years in Solutions/Sales/Customer Architecture or Solutions Engineering, with 5+ years building and leading multi‑region teams; track record owning both pre‑ and post‑sales architecture.
• Proven success scaling an SA/SE function for complex, cloud‑native platforms (observability, data platforms, or developer infrastructure) and selling to true enterprise.
• Executive presence with the ability to influence CxO/Chief Architect audiences; superb written, visual, and verbal communication.
• Depth in distributed systems, cloud architectures, integration patterns, performance/reliability, and security & compliance; ability to guide hands‑on POVs/POCs when needed.
• Builder mindset: established reference architectures, security/trust collateral, POC standards, and reusable content systems that improved win rates and time‑to‑value.
• Metrics‑driven operator who partners with RevOps/Finance on capacity planning, forecasting, dashboards, and ROI analyses.
• Cross‑functional leadership: history of tight alignment with Sales, CS, Product, and Engineering to shape roadmap and accelerate customer outcomes.
• Demonstrated ability to recruit, mentor, and scale teams during high-growth phases, including building leadership bench strength.

Nice To Haves

• Experience in observability at scale (metrics, events, logs, traces, SLOs) and leading partner programs with hyperscalers/GSIs.

Responsibilities

• Build and lead a diverse, high‑performing global SA organization (managers and ICs) spanning pre‑ and post‑sales.
• Set a culture of mentorship, growth, and peer learning across geographies.
• Develop partner strategy with hyperscalers, define co‑sell/implement motions and joint enablement.
• Create enterprise‑grade reference architectures, security/trust packages, and a standardized POV/POC methodology with clear exit criteria and success metrics.
• Design the global coverage model (capacity, AMER/EMEA/APAC) and headcount plan aligned to pipeline and install base.
• Act as executive technical sponsor with C‑suite and senior architects at strategic accounts; make clear go/no‑go calls.
• Lead from the front during escalations and high‑stakes evaluations; align Sales, CS, Product, and Engineering when plans change.
• Represent Honeycomb at executive briefings, industry events, and analyst interactions; elevate our enterprise technical brand and thought leadership presence.
• Invest in your own depth on observability, distributed systems, and enterprise security; model continuous learning and coach managers to do the same.
• Help to stand up a world‑class enablement program for SAs/CSAs (onboarding, certifications, domain pathways) and field readiness for Sales/CS on new enterprise capabilities.
• Establish an internal Architecture Guild for peer review, design standards, and knowledge sharing; codify best practices into playbooks and training.
• Own function‑level KPIs with RevOps: enterprise win rate, POV/POC conversion, ACV uplift, attach rate, cycle‑time compression; post‑sale TTV, adoption, expansion revenue, NRR.
• Forecast and allocate SA capacity to highest‑value opportunities; align investments to ARR/NRR impact and customer outcomes.
• Design operating mechanisms (QBRs, forecast and portfolio reviews) that tie activities to measurable results.
• Translate our upmarket strategy into an SA operating model (coverage, headcount plan, enablement, and playbooks) that ties directly to company and GTM OKRs.
• Create a tight feedback loop with Product & Engineering so enterprise requirements and field learnings inform roadmap, readiness standards, and launch plans.
• Partner with Marketing and Sales Enablement to build enterprise narratives, competitive positioning, and differentiated C‑level demos.

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 remote-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.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Number of Employees: 101-250 employees