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We help engineering teams deeply understand their own production systems through observability.
The Role
The Sales Development Rep creates qualified leads through outbound strategies, supports AEs, conducts research, collaborates on territory management, and coaches peers.
Summary Generated by Built In
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:
As part of Honeycomb’s Revenue Development organization, the Sales Development Rep spearheads our outbound motion, partnering closely with Account Executives to create qualified pipeline in our highest‑potential accounts. You’ll join a collaborative, growth‑minded pod that experiments fearlessly, learns fast, and celebrates each win—all while working remote‑first.
What you’ll do in the role:
- Design, test, and optimize multi‑channel outbound cadences (email, call, social, video) that consistently exceed monthly SQL quota.
- Perform deep account and stakeholder research to craft persona‑specific value propositions that resonate with engineering, DevOps, and executive audiences.
- Lead crisp, pain‑focused discovery conversations to quantify business impact and set up multi‑threaded sales cycles for your AE partners.
- Own territory hygiene: monitor your dashboards ( Salesforce, LinkedIn, outreach tools, etc) , prioritize based on intent signals, and maintain impeccable data integrity.
- Run A/B tests on messaging, channels, and offers; scale winning plays and document them for the global SDR team.
- Mentor junior SDRs, facilitating enablement sessions and providing deal‑level coaching.
- Surface frontline feedback and competitive intelligence to Product, Marketing, and RevOps, influencing roadmap and GTM strategy.
- Live a growth mindset: set self‑directed stretch goals and hold yourself accountable to top‑5 % performance standards.
What you’ll bring to the role:
- 1+ years of high‑impact outbound SDR/BDR experience in fast‑growing SaaS, ideally in observability or developer tooling environments or similar.
- Proven track record of SQL quota attainment across multiple quarters, with clear examples of net‑new logo generation.
- Expertise with modern sales stack: Outreach/Salesloft, LinkedIn Sales Navigator, ZoomInfo, Gong, Salesforce (or comparable CRM).
- Fluency in MEDDPICC, COM, Challenger, or similar frameworks; able to lead qualification independently.
- Data‑driven approach and mastery of pipeline analytics to inform prioritization and forecasting.
- Demonstrated ability to coach peers and raise team performance.
- Resilient, curious, and inclusive communicator who thrives in a remote, asynchronous environment.
- Commitment to Honeycomb’s values of ownership, collaboration, and raising the bar every day.
On Target Earnings (OTE) based on level of experience (Base + Commission)
$95,000—$95,000 USD
Base Salary based on level of experience
$65,000—$65,000 USD
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 - 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...
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 [email protected]. Please note, however, that we may retain some information if required by law or as necessary to protect ourselves from legal claims.
Top Skills
Gong
LinkedIn
Outreach
Salesforce
Zoominfo
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The Company
What We Do
Honeycomb is fast analysis tool that reveals the truth about how users experience your code in complex and unpredictable environments. Within seconds, find patterns and outliers across billions of rows of data to definitively solve problems.
Learn more about us here: https://www.honeycomb.io/about/
Why Work With Us
We believe Honeycomb is a service for the near and present future. Within the industry, we are passionate about consumer-quality developer tools and excited to build a product that raises our industry’s expectations of what our tools can do for us. Inside Honeycomb, we care deeply about our culture, transparency, and inclusion.
