Senior Solution Architect

About Honeycomb: Honeycomb is the premier, hyper-growth cloud observability pioneer, developer tools innovator, and distributed systems telemetry platform on an absolute mission to define the future of software engineering analysis. By delivering a next-generation backend suite that transforms how world-class engineering organizations interact with their scheduling and tracking data, Honeycomb provides an advanced single source of truth across production networks. Trusted by technology sector icons like Slack, LaunchDarkly, HelloFresh, and Vanguard, Honeycomb scaled past the 200-person mark following its landmark Series D funding milestone. Named to Forbes’ America’s Best Startups, Honeycomb operates with an inclusive, distributed-first mindset that prioritizes autonomy, technical mastery, and collective team accountability.

Position Overview

We are seeking a highly sophisticated, systems-minded Senior Solution Architect - EMEA to join our core global Sales division in a full-time remote capacity within Ireland. Standing at the high-visibility intersection of deep cloud technology, customer advocacy, and enterprise revenue growth, you will own the technical strategy for our most strategic sales opportunities across Europe, the Middle East, and Africa. Moving far beyond abstract layout overviews or static checklist selling, you will act as a primary technical advisor for sophisticated engineering teams, guiding them through discovery phases, solution design, and end-to-end proofs of concept (POCs). This high-agency role demands a seasoned pre-sales engineering authority who can troubleshoot multi-language instrumentation issues, manage competitive bake-offs with strong data-backed judgment, and seamlessly embed OpenTelemetry standards across multi-tenant enterprise clusters.

Key Responsibilities

• Strategic Opportunity Architecture: Partner tightly alongside Account Executives and EMEA sales leadership cells to direct the technical strategy and execution plans for complex commercial sales cycles.
• End-to-End Proof of Concept Governance: Manage and run comprehensive customer proofs of concept (POCs) and technical evaluations from concept to closure, establishing success criteria, tracking strategic risks, and executing post-evaluation debriefs.
• Telemetry & Instrumentation Engineering: Provide hands-on diagnostic support to customers, helping engineering groups establish instrumentation paths, handle container integrations, and troubleshoot runtime anomalies in real environments.
• Ecosystem Solution Storytelling: Translate highly complex distributed software architectures into clean solution narratives that directly connect Honeycomb’s observability platform to practitioner priorities and business outcomes.
• Technical Presentation Delivery: Architect and deliver compelling product demonstrations, customized workshops, and strategic architectures tailored to multiple audiences ranging from platform SREs to director-level executive sponsors.
• Competitive Bake-Off Triage: Conduct complex competitive product comparisons and sales bake-offs with disciplined, methodical execution, showing a clear point of view on Honeycomb’s core technology differentiation.
• Cross-Functional Deal Advancement: Partner seamlessly with Product Management, Field Engineering, DevRel, and Marketing teams to unblock active sales pipelines and translate field insights into product roadmaps.
• Team Mentorship & Scale: Coach and lift junior Solution Architects through collaborative pairing, while authoring reusable architectures, demo assets, and technical content to scale best practices across the Hive.

Required Skills & Qualifications

• 5+ years of verified professional history running enterprise pre-sales engineering, technical solutions architecture, developer relations, or customer-facing technical account management inside a B2B SaaS context.
• Proven commercial background supporting complex technical sales lifecycles involving multiple engineering stakeholders and sophisticated technical requirements.
• Deep, authoritative technical command of modern observability systems, distributed tracing principles, and the OpenTelemetry framework specification.
• Hands-on programming and troubleshooting fluency operating inside cloud environments, microservice nodes, API-driven networks, and containerized structures via Kubernetes.
• Demonstrated history owning customer POCs, managing technical deployment risks, and converting ambiguous customer system needs into clear evaluation specs.
• Outstanding verbal and written communication mechanics, with a proven history delivering technical messaging across both dev practitioners and director-level corporate stakeholders.
• Operational Travel Parameter: Active willingness to travel approximately ~20% of the time for client site engagements, community events, and internal company syncs.
• Location Context: Full-time remote parameters open exclusively to qualified technical sales engineers permanently based anywhere within Ireland, with zero visa sponsorship availability.

Preferred Strategic Indicators (Nice to Have)

• Prior experience utilizing enterprise enterprise sales methodologies, specifically MEDDPICC frameworks or Command of the Message techniques.
• Familiarity with cross-app runtime behaviors across multiple backend languages like Go, Python, Java, or Node.js.
• Familiarity navigating cloud infrastructure accounts natively across major hyperscalers (AWS, GCP, or Azure).

What We Offer

• Calibrated OTE Compensation Matrix: An attractive On Target Earnings (OTE) framework structured transparently between €162,900 – €191,600 EUR per year, consisting of a competitive base salary accompanied by commission incentives.
• The exceptional professional canvas to directly direct, program, and expand the technical integration patterns of an industry-defining cloud observability leader.
• Profound work-from-home remote parameters offering an absolute distributed-first workplace culture with unlimited paid time off (PTO) allocation.
• Immediate access to generous corporate equity ownership, supplemented by employee-friendly stock option program tracking pools.
• Comprehensive health insurance benefits, featuring complete medical protection coverage for the employee alongside additional dependent coverage tracks.
• Up to 16 weeks of fully paid parental leave regardless of your path to parenthood, an annual professional development learning allowance, and dedicated home office, co-working venue, and internet connectivity stipends.