Senior Solution Architect- EMEA

About the role

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, documenta

Benefits

Additional Information

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 .

Your Match

How well this role fits your profile.

Company Intel

What employees say

Worked at Honeycomb? Share your experience