Senior Account Executive, Customer Sales

We’re looking for a Senior Account Executive to increase annual recurring revenue of our large customer accounts. In this role, you will collaborate with the sales manager to develop renewal and upsell strategies that will build long term partnership and growth with our existing customers. You’ll be educating our customers on Hootsuite’s value proposition, and introducing new solutions. You will collaborate across the broader Sales and Customer organizations to achieve company goals. While working in a hybrid work arrangement, a blend of virtual (in accordance with Hootsuite’s distributed workforce strategy), and in Hootsuite’s London office, you will report to Senior Manager, Customer Sales.WHAT YOU’LL DO:Plan, develop and execute a Book of Business plan against Hootsuite's large business customers designed to drive revenue growth through renewal and expansion. In collaboration with management, craft renewal and upsell expansion sales strategies for the assigned book of business, comprising large Hootsuite customers. Follow the prescribed sales process, adding your own expertise and shared experiences, including negotiation and other operational processes for renewals and upsell opportunities Effectively navigate the complete renewal and expansion sales cycles including presenting the value of our solutions to Digital Marketing Directors and VPs; looking for opportunities to adopt additional medium to high complexity products and secure introductions to additional internal buyers for cross-sell opportunities. Consistently manage a pipeline of expansion opportunities, strategically aligned with the company goals; closing opportunities each quarter Accurately forecast for weekly, monthly, and quarterly revenue targets Actively participate in our “Revenue Management Framework” initiatives, structured and consistent set of activities that drives operational excellence and high performance. Collaborate with cross-functional teams (e.g., customer success, sales, marketing, product, executive leadership) to develop deal strategies to convert pipeline into customer wins. Partner with Customer Success Managers by supporting core customer engagements: mutual account plans, business reviews, and value-led conversations. Create new qualified sales opportunities on a weekly frequency. Meet with customers on a regular basis to deliver value and business impact Complete and submit request for proposals (RFP) when necessary. Lead the Social Maturity Assessment for our clients. Utilize the assessment to ensure increasing value for our customers through our products and create expansionpipeline through relevant recommendations, both as an individual and in partnership with internal partners Monitor social media trends and best practices to stay up-to-date with emerging technologies, customer needs, and the competitive landscape. Ensure compliance with all company policies and procedures related to customer account management, including data security and privacy regulations. Perform other related duties as requiredWHAT YOU’LL NEED:Considerable years of account management and sales experience, preferably in the technology (SaaS) industry Proven success managing and growing an enterprise customer portfolio; demonstrated ability to manage a high volume of opportunities while leveraging data-driven insights within the customer journey and sales process. Proven record of consistent quota attainment or portfolio management; experience developing account plans with a mix of tactics, considered an asset Proven record of managing a pipeline of $25-75K expansion or net new opportunities; maintaining a pipeline coverage multiple of 3 Experience coordinating an internal team of customer facing supporting employees to support the successful management of a deal cycle Experience identifying, coordinating and effectively managing an external buying team (consisting of different roles like IT, Security, Legal, Procurement) in an effective manner to support a successful sales and buying process Experience using sales tools such as SFDC, Gong, Sales Navigator, ZoomInfo, and 6Sense. Belief in ValueSelling, with a strong sense of what customers value and how to challenge them to develop a deeper understanding of how Hootsuite delivers impact and ROI. Proven success negotiating and building consensus with multiple stakeholders within complex B2B environments, [NEW] inclusive of Director level and above contacts Familiarity with SaaS contracts, contract terms and experience working with legal and procurement teams. Accountability: holds self and others accountable to meet commitmentsCommitment to Results: consistently achieves results, demonstrating high performance, and challenging self and others to deliver results Influence: Asserts own ideas and persuades others, gaining support and commitment and mobilizing people to take action Negotiation: successfully obtains commitment to a solution or idea, while maintaining integrity and relationships Perseverance: pursues everything with energy, drive, and a need to finish—doesn’t give up Problem-Solving: uses an organized and logical approach to find solutions to complex problems. Looks beyond the obvious to understand the root cause of problems Resilience, Tolerance for Change/Ambiguity: can effectively cope with change, finding ways to advance work and projects WHO YOU ARE:Tenacious. You are determined to succeed, and you are motivated by the success of customers, colleagues and the community.Curious. You are always learning and seeking ways to make things better.Conscientious. You keep your promises, taking your commitments to others seriously, and you have strong integrity.Humble. You lead with humility and empathy, respecting and learning from the perspectives of others. In all we do, our six guiding principles light the way: Step Up:
Show the world what it looks like to live and work by these guiding principles. #StepUp One Team:
Make Hootsuite a place where everyone feels safe, welcome, valued, and empowered to do their best work without compromising who they are. #OneTeam #FreeToBeMe Customer Obsessed:
Focus relentlessly on helping our customers succeed. #CustomerObsessed Go Fast, Be Agile:
Widen our competitive advantage by committing to speed and simplicity over perfection and complexity. #GoFastBeAgile Play to Win:
Commit to building an incredible, profitable company for our customers, our employees, and our stakeholders. #PlayToWin #NoExcuses Neighbours & Allies:
Give back to our communities and be an ally. #SocialForGood #Allies
Accommodations will be provided as requested by candidates taking part in all aspects of the selection process. At Hootsuite, we design our compensation packages based on internal equity and external competitiveness. Every role at Hootsuite is analyzed, evaluated and mapped to a salary range. As a general guideline, the salary for new hires and promoted employees is determined based on an individual's skills & capabilities required for the role and their ability to contribute as per the expectations outlined in the job description.Our salary structures are built on trends projected and published by independent and trusted survey companies. Hootsuite analyzes market data and adjusts salary structures, if required, on an annual basis. Salary ranges reflect what we expect to pay for this position at the time of posting. Our total compensation packages summarize our current offerings and are subject to change without notice.Hootsuite is committed to fair and equitable compensation for every employee. Through an annual Pay Equity Analysis, Hootsuite ensures that all employees are paid fair and equitably. Canadian Benefits.
Hootsuite offers comprehensive benefits to support the health and wellbeing of our owls and their families. The benefits cover health insurance including medical, dental, vision, life/disability insurances, an Employee and Family Assistance Program and more! Hootsuite provides a group RRSP plan with a company match of up to 4% of base salary. Benefits are available to permanent employees who meet minimum hours requirements without a waiting period. THIS
resource will provide additional information. US Benefits.
Hootsuite offers comprehensive benefits to support the health and wellbeing of our owls and their families. The benefits cover health insurance including medical, dental, vision, and life/disability insurances. Hootsuite also offers a 401k Plan with a company match (up to 4% of base salary), an Employee and Family Assistance Program and more! Benefits are available to employees who meet minimum hours requirements without a waiting period. THIS
resource will provide additional information. Global Parental Leave.
All permanent employees, including birthing, non-birthing and adoptive parents, who have been employed by Hootsuite for a minimum of12 months are eligible for 26 weeks of full and partially paid leave in accordance with local government regulations. Paid Time Off.
Hootsuite offers 20 days of paid time off from day one of employment.
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