Senior Account Executive, Hootsuite
Customer Sales
CA$107k
Salary applicable for candidates based in Canada, for US based candidates: $112,000—$112,000 USD + Sales Compensation Program
Social media management tool
Be an early applicant
Social media management tool
1001+ employees
Be an early applicant
CA$107k
Salary applicable for candidates based in Canada, for US based candidates: $112,000—$112,000 USD + Sales Compensation Program
1001+ employees
Company mission
To empower organizations to build trust and deepen relationships through the power of social.
Role
Who you are
- Significant relevant experience in account management and sales, 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, 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 commitments
- Commitment 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
- 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
What the job involves
- We’re looking for a Senior Account Executive, Customer Sales 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
- 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 this role, you will report to the Senior Manager, Customer Sales
- 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
- Learn, execute and master the ValueSelling Framework©
- 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 expansion pipeline 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 required
Our take
Hootsuite is a leading social media management platform that’s been around since the early days of this now-ballooning online sector. With over 18 million customers, and used by over four fifths of the Fortune 1000, this giant is hugely competitive in the space.
Thought Hootsuite's plans for an IPO didn't survive the tough economic conditions of 2022 (like many of its peers, the company engaged in several rounds of layoffs), it has since reworked its leadership team to get back on course as the economy recovers.
Just like its acquisition of Sparkcentral saw the company expand into customer service, its more recent purchase of Talkwalker sees it integrate AI into its platform. The combined offering will supply businesses with a social media performance engine to turn insights into action, all fuelled by artificial intelligence.
Steph
Company Specialist at Welcome to the Jungle
Insights
Few candidates hear
back within 2 weeks
-26% employee growth in 12 months
Company
Funding (last 2 of 4 rounds)
Sep 2014
$60m
SERIES D
Aug 2013
$165m
SERIES B
Total funding: $246.9m
Company benefits
- 100% coverage on mental health-related treatments in North America. Culturally appropriate trauma counselling services
- A company-wide Wellness Week between July 5 to 12 where we can all “unplug” together
- Accidental death and dismemberment (AD&D) Insurance
- Dental Insurance
- Disability Insurance
- Employee Assistance Program
- Gym / Wellness Reimbursement ($55 per month)
- Gym Discount
- Health Insurance
- Life Insurance
- Maternity Leave
- PTO (Vacation / Personal Days) - 20 days. After your two year anniversary, you get an additional two days each year until you reach thirty days (six weeks) at your sixth anniversary
- Paternity Leave
- Sick Time (for individual employee and family members)
- Bereavement Leave
- Business Travel Insurance
- Company Phones
- Fertility Assistance (Coverage for fertility treatments and gender affirmation surgeries)
- Immigration Assistance
- Phone Bill Reimbursement ($50 per month)
- Remote Work
- 401k
- Employee Discount
- Pet Friendly Workplace
- RRSP Matching
- Volunteer Time Off
Company values
- Step Up - Show the world what it looks like to live and work by these guiding principles
- One Team - Make Hootsuite a place where we all feel safe, welcomed, valued, and empowered to do our best work together without compromising who we are
- Customer Obsessed - Focus relentlessly on helping our customers succeed
- Go Fast, Be Agile - Widen our competitive advantage by committing to speed and simplicity over perfection and complexity
- Play to Win - Commit to building an incredible, profitable company for our customers, our employees, and our stakeholders
- Neighbors and Allies - Give back to our communities and be an ally
Company HQ
South Main, Vancouver, BC
Articles
Leadership
Ryan Holmes
(Founder & Board Member)Previously founded interactive agency Invoke Media, served on the Board of Directors for Ariztia, and founded pre-seed fund LOI Venture.
Irina Novoselsky
(CEO)Previously Board Member at Lemonade and World Business Chicago, CEO at CareerBuilder and President at Novitex Enterprise Solutions.
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