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. In line with Hootsuite’s distributed workforce strategy, our flexible work arrangement allows for remote work or a hybrid model. This role is open to applicants located in Canada or the United States. In this role, you will report to the Senior Manager, Customer Sales.

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-EM #LI-Remot

• 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.
• 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.