Head of Partnerships and Ecosystem
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. 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. 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 The Partnerships & Ecosystem team is a critical driver of Honeycomb’s growth as we reaccelerate our growth, especially in the Enterprise segment. This team sits at the intersection of Sales, Marketing, Product, and Customer Success, translating strategic ecosystem relationships into measurable pipeline and revenue impact. As Head of Partnerships, you will own the strategy, execution, and evolution of Honeycomb’s global partner ecosystem—building the programs, relationships, and team needed to make partnerships a durable, scalable growth engine for the business.
Requirements
- 8–12+ years of experience in partnerships, business development, or ecosystem leadership within SaaS or cloud technology companies operating at a global scale.
- Demonstrated success building and scaling partner programs that drive measurable pipeline and revenue outcomes, globally.
- Deep experience across key partner motions, including hyperscalers (AWS, GCP, Azure specifically), systems integrators, technology partners, and reseller or regional expansion models.
- Strong cross-functional leadership skills with the ability to influence senior stakeholders across Sales, Marketing, Product, and Operations.
- Experience hiring, leading, and developing high-performing teams in a growth-stage environment.
- Strategic mindset paired with operational rigor—comfortable moving from vision to execution and iteration.
- Strong business acumen with a data-driven approach to prioritization, measurement, and decision-making.
Responsibilities
- Own and execute Honeycomb’s global partnerships and ecosystem strategy, prioritizing partner motions that materially impact pipeline, ARR, and long-term growth.
- Build partnerships into a repeatable, scalable GTM engine by aligning Sales, Marketing, Product, Customer Success, and RevOps around shared priorities and execution.
- Identify, onboard, and deepen relationships with strategic partners across hyperscalers, systems integrators, technology partners, and reseller channels.
- Lead, hire, and develop a high-performing partnerships team with clear accountability, strong operating rhythm, and an inclusive, high-trust culture.
- Establish clear success metrics and reporting for partner-sourced and partner-influenced pipeline and revenue, using data to guide prioritization and investment decisions.
- Serve as a senior cross-functional leader and communicator, translating strategy into clear direction and navigating tradeoffs in a fast-moving, ambiguous environment.
- Operate with a strong owner mindset—making disciplined decisions that balance near-term revenue impact with durable, long-term ecosystem scale.
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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What This Job Offers
Job Type
Full-time
Career Level
Executive
Education Level
No Education Listed
Number of Employees
101-250 employees
