Deal Desk and RevOps Manager

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 and 2023!!

In this Deal Desk and Revenue Operations Manager, you’ll be a joining a growing Revenue Operations & Enablement team, helping us to strengthen our go-to-market processes to sell faster and more intelligently. This is an exciting opportunity for someone with excellent command of deal desk processes alongside Finance and systems (including Salesforce and CPQ) who’s seeking more experience within Revenue Operations and Enablement. We anticipate core deal desk responsibilities to ultimately comprise 50% of this role’s efforts, and the remaining focus on developing new capabilities across the Revenue organization.

We’re seeking for a candidate who’s comfortable building and improving our RevOps foundations, often in an ambiguous environment, which requires us to roll up our sleeves and take a few steps back to achieve giant leaps forward. This means we spend time in the less glamorous work of cleaning our data, standardizing reporting, and debugging systems issues to solidify RevOps’ value to our organization as proactive enablers of GTM.

Who We Are

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

What You'll do in the Role

• This role will initially focus on developing a deal desk process, data, and technology to support the management of new logo, renewal, and expansion contracts, supporting sellers and sales leadership in the field to close deals faster, while mitigating risk to the business by managing deal terms, exception processes, discount approvals, and supporting innovative deal structures to win.
• Leverage data developed through the deal desk process to identify trends, potential innovation, and friction points for the teams, enabling improved effectiveness and efficiency of the process ongoing.
• Collaborate with Finance to further streamline Honeycomb’s sales commissions and spiff programs, as well as owning the monthly and quarterly communications to management, AEs, SAs, and SDRs for commissions compensation and quota retirement.
• Develop new mechanisms to address emerging strategic priorities, partnering with the cross-functional teams that play key roles in our sales engagements. Examples include:
• Manage our Account Plan and Mutual Success Plan mechanisms and closely tracking how different cohorts of accounts move through our pipeline
• Support our international expansion and ICP analysis and strategy
• Partner with Sales Enablement to assess the effectiveness of our sales methodologies in the field
• Support our Ecosystems team by building mechanisms and infrastructure to facilitate their growth
• Help Honeycomb define and reinforce a sales cycle that leverages the spectrum of our cross-functional teams from deal inception through close

What You'll Bring

• 3-5 years managing deal desk operations and design, partnering with Sales, Finance, Customer Success, and Revenue Operations, and Sales Enablement
• Deep experience working with Salesforce Sales Cloud and CPQ, collaborating with Systems Administrators to relay process enhancements and how to design an exceptional deal desk system
• Exposure to ASC 606 Revenue Recognition and/or familiarity with a consumption business model, as well as past partnership with legal teams or first-hand legal experience
• Strong analytical skills, use of Excel and BI tools, and understanding of sales funnel analysis
• Experience working cross-functionally with Finance, Sales, Sales Engineering, Sales Enablement, Partnerships, Customer Success, and Marketing
• Preferred experience in B2B SaaS, particularly with small to medium-sized technology companies

What You'll get when you join the Hive

• Base pay (range) of $120,000- 155,000
• 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 and 75% for dependents
• Time to Recharge - In addition to our Unlimited PTO policy, we provide ~23 days off through out the year. This includes a company wide break at the end of the year, and we honor having at least one three day weekend a month (if there is not already a locally observed holiday that month, we add one!)
• 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
• Modern Health well-being benefit including self guided resources and access to 12 mental health and 8 coaching sessions - at no additional cost to you.
• 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

Please note we cannot currently sponsor or do visa transfers at this time.

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 [email protected] 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!