We’re looking for an Account Executive, Enterprise Sales to help us develop and close new business with Hootsuite customers within our landmark industries. You will work in a fast paced sales environment selling Hootsuite solutions to prospective customers. This role is a full sales cycle role from opportunity creation to close. You will be responsible for owning your own pipeline and generating outbound opportunities with companies that could benefit from Hootsuite as their social media management partner.This is a hybrid role and is open to applicants located within commuting distance of our Toronto or Vancouver office.
WHAT YOU’LL DO:
- Successfully acquire new enterprise sized business customers within our landmark industries in order to achieve individual quota targets. You will be required to also prospect and generate your own outbound leads.
- Navigate sales cycles from value creation to negotiation and closing, and present the value of our solutions to prospective senior level customers.
- Take ownership of your quarterly target by crafting and executing a strategy in order to identify, generate and develop net new sales pipeline and achieve/exceed quota targets. Accurately forecast sales activity and revenue attainment.
- Proactively seek out insightful market and industry information in order to effectively develop rapport with mid-market customers. Recommend relevant solutions by offering a unique product mix from the range of Hootsuite products to solve clients business challenges. Recommend appropriate third party partner solutions to meet customer needs and build a differentiated pitch for our customers.
- Deliver product presentations and demos to potential customers, showcasing a range of solutions that provide maximum benefit to the customer. Complete RFI/ RFP and other supplier technical requirement documents.
- Partner with our pre & post sales teams to navigate roadblocks and objections, ensuring customer success and long term value for the customer.
- Based on regional needs, craft and generate expansion strategies for existing customers; present the value of our solutions to all levels of prospective customers; look for opportunities to adopt additional products and introduce sales team members to additional internal buyers for cross-sell opportunities.
- Partner with Sales Development Representatives to plan approaches to your accounts and work together to build outbound pipelines.
- Manage, track and report sales activities and results through Salesforce, Sales Navigator and 6Sense
- Travel to see prospects and deliver presentations to stakeholders, ability to coordinate these presentations and workshops with leadership support.
- Facilitate a warm handoff to the implementation and customer teams following the close of the initial customer sale to ensure a smooth customer transition and onboarding.
- Perform other related duties as required.
- Take ownership of your quarterly target by crafting and executing a strategy in order to identify, generate and develop net new sales pipeline and achieve/exceed quota targets. Accurately forecast sales activity and revenue attainment.
- Lead longer end to end sales cycles from value creation to negotiation and closing, and present the value of our solutions to senior and C-suite prospective customers. Lead and manage complex, global evaluations and manage stakeholders in different regions and departments.
- Proactively and strategically seek out market information and understand the product-market fit in order to effectively develop rapport with customers.
- As a subject matter expert in Social Media Management and in our customers unique industry, advise and recommend relevant solutions by offering a unique product mix from the range of Hootsuite products to solve clients business challenges.
- Evaluate and complete RFI's/ RFP/s , Security and Privacy agreements and manage the proposal and credit review process.
- Educate and inform our customers on the impact social media has on their corporate strategy. Deliver strategic product presentations, demos and supported trials of our solutions to potential customers and prospects, and identify and build consensus among multiple, cross-functional decision makers and influencers.
- Partner with our pre & post sales teams as well as senior and executive internal stakeholders to remove roadblocks, create opportunity and ensure customer success and long term value for the customer. Manage, track and report sales activities through Salesforce, Sales Navigator and 6Sense.
- Based on regional needs, craft and generate expansion strategies for existing customers; present the value of our solutions to all levels of prospective customers; look for opportunities to adopt additional products and introduce sales team members to additional internal buyers for cross-sell opportunities.
- Proactively transition the customer to the customer team following the close of the initial customer sale to ensure a smooth customer transition and onboarding.
- Travel to see prospects and deliver presentations to stakeholders, ability to coordinate these presentations and workshops with leadership support.
- Lead by example to your peers and share learnings and insights with team members on deal challenges, objections, and account strategy.
- Perform other related duties as required.
WHAT YOU’LL NEED:
- Intermediate level experience years of B2B sales experience (experience in software considered an asset); proven ability to achieve or exceed assigned quotas.
- Ability to focus on client business value, return on investment, and customer solutions (not features-focused selling).
- Experience crafting sales plans for your vertical/territory and building/executing on your account/territory plans.
- Open Communication: clearly conveys thoughts, both written and verbally, listening attentively and asking questions for clarification and understanding
- Commitment to Results: Consistently achieving results, demonstrating high performance and challenging self and others to deliver results.
- Customer Focus: Demonstrates a desire to proactively help and serve internal/external customers meet their needs.
- 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.
WHO YOU ARE:
- Solution seeker. You’re focused on tackling new challenges, solving problems, and moving the business forward—and you don’t wait to be asked.
- Lifelong learner. You have a growth mindset – you’re here to learn, experiment, seek, apply, and provide feedback, share what works with your team, and move on from what doesn’t.
- Resilient adapter. In the face of change and challenges, you bring a thoughtful, calm approach, and a focus on finding the new opportunity.
- Intentional collaborator. You build positive working relationships across the business, bringing people together to foster new opportunities and to facilitate the efficient flow of information.
- Critical challenger. You have the trust in your team to ask difficult questions in order to get to the best end result.
- Active communicator. You listen actively and communicate ideas and information clearly, inclusively, and proactively.
- Integrated thinker. You look beyond your role and responsibilities to understand how your team’s work drives broader organizational goals.
- Accountable owner. You take pride in the work you’re responsible for with a mindset of ultimate accountability and reliability for the outcomes.
- Bar-raiser. You step up to help your team grow and succeed, even when that means going beyond what might be expected.
In all we do, our six guiding principles light the way:
Step Up: Dare to go beyond the expected to achieve greatness. #StepUp
One Team: Make Hootsuite a place we soar together by respecting each other's individuality, building trust, and showing up for the team. #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.
#LI-EM #LI-Hybrid
Variable Pay. You will be eligible to participate in Hootsuite’s Sales Compensation Program. Please speak with your recruiter for more information.
Note. The base salary of our Sales Compensation Program is an absolute value instead of a range and therefore, you will see that reflected below.
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What We Do
Hootsuite has been on the pulse of how people use social media for over a decade. As the global leader and world’s first social media management platform, we put social to work in every corner of every organization, from the smallest business to the largest enterprise. We are committed to helping customers harness the power of social media to ignite their brand and business. How? Over time, we’ve adapted our software to help businesses reach their customers more efficiently across multiple platforms, improve their customer service and gain deeper analytics and consumer insights. Through our deep expertise in social media management, social insights, employee advocacy, and social customer care, we empower organizations to strategically grow their brands, businesses, and customer relationships – while guiding them through the wild world of social media. Put simply, we help our customers with: Social media marketing: Create, schedule, publish, and manage content and ad campaigns across social networks from a single dashboard. We help maximize the impact of social marketing by providing real-time insights, so customers can focus on other areas of their business. Social care: By combining the power of conversational AI with the human touch of our customers’ team(s), our customer messaging platform delivers exceptional customer experiences at scale. Social customer care: We help our customers meet their customers where they are at. Using Hootsuite, businesses can view and manage all of their customer conversations in one dashboard, providing service that’s seamless and personal.
Why Work With Us
As the creators of social media management, Hootsuite has been on the pulse of this dynamic and ever-changing space since our inception. Working at Hootsuite means being at the forefront of social innovation, tapping into courageous creativity to guide customers through the wild world of social, and helping to define what it means to ‘be social.’
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