Solutions Engineer partnering with Sales to drive new business for Commercial customers at Tailscale. This role blends deep networking expertise with strong sales acumen to win competitive deals.
About the role
- Staff Solution Architect driving technical strategy on B2B SaaS deals at Honeycomb.io. Leading solution design and executive conversations for complex customer environments.
Responsibilities
- Drive technical strategy on Honeycomb's largest, most complex deals, partnering with Strategic AEs and Sales Leadership across the region.
- Lead discovery, solution design, and executive conversations that connect Honeycomb's platform to real engineering and business priorities.
- Own the technical win. Shape the success criteria, guide the POCs, run competitive bake-offs, and build stakeholder conviction from first call to close.
- Advise engineering leaders and executives at global enterprises on AI-era observability, modern operations, and how great teams build and run software.
- Turn complex customer environments into clear architectures and solution narratives that land with both developers and decision-makers.
- Leverage AI tools and get efficient and creative while maintaining accuracy and reliability. Human-in-the-loop is a real thing!
- Get hands-on when it matters. Instrument apps, unblock technical issues, and help customers prove outcomes in real environments.
- Build things that scale: technical content, reusable demos, repeatable architectures, and bring thought leadership that makes the whole team better.
- Deliver demos, workshops, and presentations that move people, not just inform them.
- Work across Sales, Product, Marketing, Field Engineering, and DevRel to sharpen the go-to-market motion and improve how we show up for customers.
- Bring field signals back into the company. Help shape the product direction and demo strategy.
- Mentor peers and model the judgment and autonomy this role demands. Illustrate a clear path to broader leadership.
Requirements
- 7+ years of pre-sales, solution architecture, or customer-facing technical experience in B2B SaaS. Ideally on strategic or enterprise accounts.
- A track record of winning complex, high-value deals with sophisticated buying committees and multiple technical stakeholders.
- Experience selling into developer, platform, SRE, or engineering-led organizations with the ability to earn credibility fast, with both technical depth and business fluency.
- Executive presence and the range to tailor your message from hands-on practitioners to the C-suite.
- Sharp solutioning skills: you whiteboard clearly, simplify complexity, and build compelling technical strategies for ambiguous, high-stakes situations.
- Hands-on fluency across modern cloud environments, CSPs, containers, Kubernetes, distributed systems, API-driven architectures.
- Strong working knowledge of observability, distributed tracing, and OpenTelemetry. You understand how modern teams instrument, troubleshoot, and optimize complex systems.
- Comfort navigating code and implementation details across languages and frameworks; enough to guide instrumentation and validation work directly.
- Strong instincts for unblocking deals, reframing challenges, and finding practical paths forward when things get ambiguous.
- Experience owning complex POCs and evaluations, defining success criteria, managing risk, and driving disciplined outcomes.
- A collaborative, cross-functional approach with experience influencing Product, Engineering, and GTM teams.
- A point of view on where observability, developer tooling, and AI-assisted workflows are headed and genuine enthusiasm for helping customers modernize.
- A mentorship and growth mindset: you share what you know, build reusable assets, and make the people around you better.
- Familiarity with MEDDPICC or Command of the Message is a plus.
- Willingness to travel ~20% for customer engagements, field events, and internal collaboration.
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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