Honeycomb defined the concept of observability and is raising expectations of what our developer tools can do! Honeycomb is the observability platform that enables engineering teams to find and solve problems they couldn't before. It enables engineers to answer novel questions about their ever-evolving cloud applications, so they can deploy confidently, resolve incidents faster and focus on high-value work that drives innovation. 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 150-person mark, and were named to Forbes’ America’s Best Startups of 2022!

In the Senior Director, Revenue Operations role, you’ll be leading a growing RevOps team, helping us to continue our growth trajectory into an expanding market. You will help “steer the ship” as we build the infrastructure, operations, enablement, and structure to support our revenue growth ambitions.

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. #LI-Remote

What You'll do in the Role

Revenue Operations is a key part of how our go-to-market machine runs. We define the processes, plans, and workflows that shape customer journeys, identify and implement the technologies to help us win, drive alignment across customer facing teams, and mine the data our company needs to drive our business forward and keep our customers happy.
This person will lead the teams who own the the systems and processes that support sales and marketing, as well as being the right hand to our Revenue Leaders as we build plans, capability, and execute in market. Specifically this person will:
Act as Chief-of-Staff to our SVP - Global Revenue on all things related to driving our revenue strategy and operations efforts.
Lead and direct a team of RevOps professionals, ensuring this team is viewed as a top performing group at Honeycomb and ensuring the development of the team members as well.
Support annual and quarterly planning efforts to align our growth ambitions to our capacity and performance in the field.
Lead our cross-functional alignment efforts and provide support to all customer facing teams, either with direct coverage (sales, sales development, marketing, partners) or working in tandem with functional peers (customer success, product, finance).
Make data & intelligence available that helps sales “hit their number.” This means creating reports in SFDC, or with Mode/Census, but also helping analyze and make recommendations off of the data.
Be deeply familiar with marketing systems, data, and technology. Manage Hubspot, Salesforce, LeanData, ZoomInfo, Outreach, and Google Analytics.
Own critical operations processes including - forecasting, pipeline reporting, SDR workflow, sales territories, etc.
Partner with revenue enablement to ensure revenue teams understand what is expected of them and are trained on our revenue approach.
Thrive in an environment where they deal with multiple stakeholders. Is a great communicator and a team player. We have to create alignment across a large chunk of our organization. At Honeycomb, we're just as driven to win in the market as we are kind and compassionate. Your people skills especially matter in this role because it takes a village to meet our goals.

What You'll bring

A leader of people and deeply committed to the success of the organization, this person will bring a First Team mindset to their work, be an exceptional collaborator cross functionally, and will be a successful influencer whether in a directly line or indirect reporting relationship.
Being data-driven, a strong collaborator, and the ability to manage multiple, complex projects are required for this role. This person will be able to build a data-driven culture within the revenue team.
They should be equally comfortable directing the teams and being hands on with the tools — demonstrated track record managing and implementing a modern marketing and sales stack. Able to make ROI based decisions on the technology and data stack and think both short and medium/long term as we take decisions on scaling our revenue engine.
Able to lead our Revenue Cadences - Forecast, Pipeline, Renewal processes - to bring rigor and discipline to these process and drive to required outcomes of forecast accuracy, pipeline pacing to target, and GRR/NRR targets.
Able to “Kaizen” - use data to identify improvement opportunities in our operations and run experiments to make improvements that we can ultimately scale. Live the mantra of “getting better every day”.
Accountability over core RevOps functions - Team Management, Analytics/Intelligence/Reporting, Process Design and Management, Compensation Design and Management, Revenue Technologies.
An ideal candidate will have 6+ years experience in RevOps, Marketing Ops, Sales Ops, or Business Operations and 3+ years leading teams in these areas. This is a people management role and a member of our Revenue Leadership Team.

What You'll get when you join the hive

Base pay (range) of $215,000 - $245,000 USD + variable bonus
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, 23 Holidays in 2024 (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!

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