Senior Solution Architect- EMEA

What We’re Building 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. Who We Are 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. How We Work 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 Little more about the team: The Solution Architecture team sits at the intersection of technology, customer advocacy, and revenue, working Honeycomb's most strategic opportunities. We partner with world-class engineering organizations to solve complex observability challenges and change how teams build and operate software. This is a team of hands-on technical leaders who want to shape major customer decisions, influence go-to-market strategy, and redefine what great technical selling looks like. What you’ll do in the role: Own the technical strategy for complex sales opportunities, partnering closely with Account Executives and sales leadership to move deals forward. Lead discovery, solution design, and technical validation for customer environments with multiple stakeholders and competing requirements. Run complex evaluations and proofs of concept end-to-end, including success criteria, technical execution, risk identification, and debrief. Translate customer architectures into clear solution narratives that connect Honeycomb’s platform to engineering priorities and business outcomes. Deliver compelling demos, workshops, and technical presentations tailored to audiences ranging from practitioners to director-level stakeholders. Get hands-on when it matters: support instrumentation strategy, troubleshoot integration issues, and help customers prove value in real environments. Manage competitive evaluations and bake-offs with strong judgment, disciplined execution, and a clear point of view on Honeycomb’s differentiation. Identify technical and strategic risks across active deals and proactively adjust the evaluation approach when needed. Partner across Sales, Product, Field Engineering, Marketing, and DevRel to unblock deals and improve the overall go-to-market motion. Contribute reusable architectures, demo assets, and technical content that increase team effectiveness and scale best practices. Bring structured field insight back into the company to help inform product feedback, messaging, and technical strategy. Mentor more junior Solution Architects through collaboration, coaching, and shared learning. What you’ll bring to the role: 5+ years of pre-sales, solution architecture, sales engineering, or customer-facing technical experience in B2B SaaS. Experience supporting complex technical sales cycles with multiple stakeholders, ideally in enterprise or commercial accounts with sophisticated engineering teams. Strong solutioning skills and the ability to turn ambiguous customer needs into clear technical approaches and evaluation plans. Deep working knowledge of observability, distributed systems, distributed tracing, and OpenTelemetry. Hands-on fluency with modern cloud environments, containers, Kubernetes, API-driven architectures, and at least one major cloud provider. Ability to troubleshoot instrumentation and integration issues across a range of languages, frameworks, and deployment patterns. Experience owning POCs or technical evaluations, including defining success criteria, managing risk, and driving toward measurable outcomes. Strong consultative communication skills, with the ability to tailor technical messaging across practitioners, architects, and director-level stakeholders. Credibility with developer, platform, SRE, and engineering-led audiences through both technical depth and business context. A clear point of view on Honeycomb’s value and differentiation in the observability landscape. Strong judgment, autonomy, and follow-through in fast-moving deal environments. A collaborative, low-ego working style with the ability to pull in cross-functional partners when the situation calls for it. A mentorship mindset and desire to make the team stronger through coaching, documentation, and reusable work. Familiarity with MEDDPICC or Command of the Message is a plus. Willingness to travel ~20% for customer engagements, field events, and internal collaboration. On Target Earnings (OTE) based on level of experience (Base + Commission) €162.900—€191.600 EUR What you'll get when you join the Hive: 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 with unlimited PTO 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... Please note we cannot currently sponsor or support visa transfers at this time. Additionally, in compliance with applicable law, all persons hired will be required to verify identity and eligibility to work. Phishing and Recruitment Scam Warning: We take your security seriously. Please be aware that recruitment scams are increasingly common and scammers may create email addresses or websites to impersonate Honeycomb employees. To help protect you: All communications will come from an @honeycomb.io email address We occasionally work with external recruiting agencies. These partners will use legitimate business email addresses—never personal accounts like Gmail or Yahoo. Our recruiting process will never ask you to provide financial or sensitive personal information, including but not limited to: Social security or tax identification numbers Credit card numbers Bank account information Diversity & Accommodations: We're committed to building a diverse, inclusive, and equitable workplace—where people of all backgrounds, identities, experiences, and abilities are welcomed, valued, and supported. We recognize that there is no single path to success and embrace nontraditional career journeys and diverse perspectives as key to building stronger, more innovative teams. We strive to ensure an inclusive experience throughout every stage of our hiring process and are happy to provide reasonable accommodations as needed. If you require accommodations or accessible formats at any point during our hiring process, please let your recruiter know. As an equal opportunity employer our hiring process is designed to put you at ease and help you show your best work. If there’s anything we can do to improve your experience, we’re always open to feedback. Privacy Notice: If you apply for a job at Honeycomb and your application is unsuccessful (or you withdraw from the process or decline our offer), Honeycomb will retain your information after your application for a period of time in accordance with local laws. We retain this information for various reasons, including in case we face a legal challenge in respect of a recruitment decision, to consider you for other current or future jobs at Honeycomb, and to help us better understand, analyze and improve our recruitment processes. For more information regarding our privacy practices please see the Honeycomb Privacy Notice. If you do not want us to retain your information for consideration for other roles, or want us to update it, please contact privacy@honeycomb.io. Please note, however, that we may retain some information if required by law or as necessary to protect ourselves from legal claims.