Director, EMEA Partnerships

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 A little more about the team The Honeycomb partnerships team creates pipeline and revenue with our strategic partners, and we’re hiring our first leader in EMEA. Most of our spend is on AWS, so Amazon is the first and most important partner for this role. You’ll also work with our software partners (like Anthropic and Checkly) and our services and channel partners. You’ll be the local presence for Honeycomb in market, working daily with our EMEA sales and marketing teams. You’ll shape the in-field EMEA strategy and execution, with room to decide where we invest. You won’t be starting from scratch, because integrations and programs are already in place. As the partner business grows, there will be room to build a team in EMEA. What you’ll do in the role • Lead the Honeycomb and AWS relationship in EMEA, working with AWS teams from the first meeting through deal close. • Be the partner expert for EMEA sellers. Join pipeline reviews and rep 1:1s, and bring ideas that find new deals or move existing ones faster. • Build and run co-sell and co-marketing programs with software, services and channel partners to create and convert pipeline. • Lead channel field enablement and field events with strategic partners, including AWS workshops and partner sponsorships at our events. • Review the software integrations we’ve already built and find European partners where joint selling could grow. • Define EMEA partnership priorities, including where to invest and where not to. • Build executive relationships with partners in the EMEA market. • Track partner-sourced and partner-influenced pipeline in Salesforce, and report on progress toward pipeline and revenue goals. What you’ll bring to the role • Hands-on AWS experience, selling with or partnering with AWS, ideally from a sales role. • A business development or partnership background, with a record of creating pipeline through partners. • Experience working with sales and marketing teams to hit GTM and quota goals. • Experience developing and executing strategy with internal and external C-suite teams. • The ability to work on your own across time zones, make decisions and manage ambiguity. • A strong point of view on how Honeycomb adds value to our partners’ customers, and how they add value to ours. • The ability to see what partners need, such as more consumption or new customers, and build programs around it. • Observability experience, or experience at a partner in the observability space (nice to have). On Target Earnings (OTE) based on level of experience (Base + Commission) £149,000–£175,000 GBP Base Salary based on level of experience £127,000–£149,000 GBP What you'll get when you join the Hive: • A stake in our success - generous equity with employee-friendly stock progr