Account Executive, Customer Sales

We’re looking for an Account Executive for our Customer Sales team to drive annual revenue with our existing medium sized accounts. In this role, you will develop expansion and renewal strategies with the purpose of nurturing long term relationships with our customers with support from leadership. You will inform and educate our customers on product releases, updates, metrics and overall value proposition. You will collaborate across the broader Sales and Customer organizations to achieve company goals. In line with Hootsuite's distributed workforce strategy, our flexible work arrangement allows for remote work. This role is open to applicants located in Canada or the US. In this role, you will report to the Senior Manager, Customer Sales.

WHAT YOU’LL DO:

• Drive an increase in annual recurring revenue of our customers by successfully engaging with existing medium sized accounts; educate them on Hootsuite’s value proposition, introduce new solutions that will foster long term partnerships.
• Craft renewal and expansion sales strategies for your assigned book of business (50+ accounts) with the assistance of the sales manager
• Build and execute on your account plans/territory plans with the support of your manager and other Hootsuite resources, like Solution Consultants; generate a pipeline of expansion and add on opportunities with existing small to mid sized customers.
• Successfully manage a pipeline of expansion opportunities
• Effectively navigate the complete renewal sales cycles including presenting the value of our solutions to Social Media Managers and Digital Marketing Directors; looking for opportunities to adopt additional medium complexity products and additional internal buyers for cross-sell opportunities.
• Ensure customers are informed on product release updates and metrics; gauge and share progress on customer's strategic initiatives, inclusive of suggestions to improve on those initiatives, through periodic progress and quarterly business reviews.
• Learn and execute the ValueSelling Framework©
• Work with solutions consultants and customer success to complete and submit request for proposals (RFP) when necessary.
• Monitor social media trends and best practices to stay up-to-date with emerging technologies, customer needs, and the competitive landscape.
• Support internal partners in leading the Social Maturity Assessment process, and other value-led conversations
• Partner with Customer Success Managers by supporting core customer engagements: mutual account plans, business reviews, and value-led conversations.
• Ensure compliance with all company policies and procedures related to customer account management, including data security and privacy regulations.
• Consistently maintain a healthy pipeline coverage (at least 3x) multiple over your expansion revenue targets
• Create new qualified sales opportunities on a weekly frequency
• Effectively engage and leverage internal supporting resources like SCs, Services team members and more
• Actively participate in our “Revenue Management Framework” – a structured and consistent set of activities that drives operational excellence and high performance.
• Follow the prescribed sales process, including negotiation and other operational processes for renewals and expansion opportunities
• Perform other related duties as required.

WHAT YOU’LL NEED:

• Some relevant experience in customer facing/account management, preferably in the technology (SaaS) industry proven success managing and growing a customer portfolio; demonstrated ability to manage a high volume of opportunities and transactions, while leveraging data driven insights within the customer journey and sales process.
• Proven record of consistent quota attainment and/or portfolio management and can share experiences of developing business plans with a mix of tactics.
• Proven record of managing a pipeline of $15-40K 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 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, Sales Navigator, 6Sense.
• Open Communication: Clearly conveys thoughts, both written and verbally, listening attentively and asking questions for clarification and understanding, supporting new owls with internal training and collaboration sessions.
• Collaboration and Teamwork: Works with others to deliver results, meaningfully contributing to the team and prioritizing group needs over individual needs.
• 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 to 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:

• 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.

#LI-AK1