Strategic Account Executive, Customer Sales

We’re looking for a Strategic Account Executive for our Customer Sales team to establish and fortify long term partnership and growth with Hootsuite’s largest and most complex customer accounts through renewal and expansion. You’ll be working to increase annual recurring revenue of our customers by strategically owning and executing on your Book of Business, engaging our largest, most strategic accounts, educating them on Hootsuite’s value proposition, and introducing new solutions. In this role, you will interact and influence Executives and C-level contacts and customers. 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 Director, Customer Sales.

WHAT YOU’LL DO:

• Extensive relevant 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 with relevant experience in developing account plans with a mix of tactics.
• Proven record of managing a pipeline of $50-100K+ expansion or net new opportunities; maintaining a pipeline coverage multiple of 2.5x
• Expertise in identifying, coordinating and effectively managing an external buying team (consisting of different roles like IT, Security, Legal, Procurement) whom use a complex, multi step validation and purchasing process 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.
• Experience and certification with at least one other professional sales methodology training (Sandler, Solution Selling, Challenger, for example.)
• Proven ability to successfully collaborate and build trust based relationships with teams such as Presales, Customer Success, Executive Leadership, etc throughout the sales process.
• Proven success negotiating and building consensus with multiple stakeholders within complex B2B environments and experience engaging and transacting with senior level executives
• Proven success working with SaaS contracts, complex terms and working closely 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

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