Sales Development Manager

What We’re Building

Honeycomb defined the concept of observability and is raising expectations of what our developer tools can do for us! We’re working with well known companies like Hello Fresh, 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 150-person mark, and were named to Forbes’ America’s Best Startups of 2022 and 2023!! ! In this Sales Development Manager role, you’ll be a joining a growing Sales team to focus on the growth and development of the SDR team and drive pipeline and revenue development.

This role will have two main priorities: sales talent development and revenue development. At Honeycomb, we believe our sales development representatives can be the as the future of our sales, customer success, and marketing teams. This manager will work closely with our director of sales development to hire outstanding sales development talent and to grow them into high-impact team members through individual coaching as well as process improvement. Your role will center around continuing to drive and optimize an inclusive culture of success for the Sales Development Team.

You will also be a key asset to our sales organization through partnering with the sales leaders across the globe. You will play a crucial role in building messaging, developing strategies to engage our targeted accounts, and driving revenue into the sales pipeline.

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 remote-first 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. 

• Manage a team of our incredible SDRs in our Sales Development organization and help them create a lot of pipeline. This will include coaching and development of your team, using data to learn and optimize every day processes, and interfacing with stakeholders of the Sales Development team (Sales, Marketing, Product, and Customer Success) to help create a best in class customer experience.
• Recruit, hire, develop, and retain our SDR’s. We want you to be passionate about developing your people, so that we can help them grow into our most successful account executives in the future.
• Working closely with sales enablement, help design, create and implement SDR enablement to ensure quick onboarding, effective development, and high performance for all team members. This will include personalized coaching for individuals.
• Develop and nurture bi-directional relationships with internal stakeholders, generating new ideas to optimize the SDR team’s performance
• Use data & analysis to identify insights, challenges, risks, and opportunities to improve performance of the team, our process and the organization. This will require a focus on data, and strategies to effectively utilize them to build solutions through the use of data driven experiments, personalized coaching, and performance management.
• Provide effective feedback loops from the SDRs to marketing, sales, and product to help increase opportunity conversion and improve the customer experience.
• Work closely with sales management to drive increased performance and align pipeline generation to our Sales team's needs
• Continue to facilitate a culture of transparency, accountability and predictability for the SDR team. 

• 1+ years experience as a leader of a Sales or Sales Development team. Demonstrable history of recruiting, developing, and promoting SDRs required.
• Experience targeting a highly technical persona (DevOps, Cyber Security, Infrastructure, Big Data, etc.) required.
• Previous sales methodology experience required. We use MEDDPICC and Command of the Message.
• Excellent verbal, written, communication, listening, and presentation skills. You must be credible with direct reports, prospects, candidates, and internally across the organization.
• Proven track record of overachievement and hitting sales targets.
• Ability to thrive in a fast paced environment. Demonstrated ability to run experiments based on data and quickly iterate your processes to adjust based on the findings.
• Quality leadership and influencing skills; ability to build strong business partnerships internally and externally

• On target earnings (60/40 split) of $165,000 to $190,000
• 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
• Compensation benchmarked to San Francisco market - no matter where you live (or move)!
• 401k plan to help you plan for your future
• A remote-first mindset and culture (really!)
• 100% employee coverage for Health, Dental, Vision, Life and Disability insurance
• Time To Recharge - Unlimited PTO, paid sabbatical, 19 US Holidays in 2023 (which includes a company wide break at the end of the year to help you relax and recharge for the new year), and one 3-day weekend per month
• Pick Your Perk - $600 a year to spend on the perks that you care about most
• Work Life Balance and Flexible Schedule options
• The tech you need AND a $500 Home Setup Stipend
• $200 Reimbursement for Cell/Wifi/CoWorking
• $1500+ Annual Professional Development Allowance
• Up to 16 weeks of paid parental leave, regardless of path to parenthood
• Maven Inclusive Family-Building benefit including unlimited virtual appointments, coaches & counselors, and $10K ‘wallet’ to support adoption, surrogacy, IVF, and egg/sperm freezing
• Semi-annual performance conversations (we call them Review & Rewards conversations) - so you know where you stand, and how you’ll be rewarded for your impact
• Annual compensation review, benchmarking to industry and inflation changes

Diversity & Accommodations:

We're building a diverse and inclusive workplace where we learn from each other, and welcome nontraditional candidates, and people of all backgrounds, experiences, abilities and perspectives. You don't need to be a millennial to join us, all gens are welcome! Further, we (of course) follow federal and state disability laws and are happy to provide reasonable accommodations during the application phase, interview process, and employment. Please email Talent@honeycomb.ioto discuss accessible formats or accommodations. As an equal opportunity employer our hiring process is designed to put you at ease and help you show your best work; if we can do better - we want to know!