Senior Account Executive

Summary

Join Hootsuite as a Senior Account Executive, Customer Sales to drive revenue growth by managing and expanding large customer accounts. You will collaborate with sales management to develop and execute strategies for renewals and upsells, leveraging data-driven insights and the ValueSelling Framework. This role requires significant experience in account management and sales within the SaaS industry, along with proven success in quota attainment and pipeline management. Hootsuite offers a flexible work arrangement, allowing for remote work or a hybrid model, and is open to applicants in Canada or the United States. The role reports to the Senior Manager, Customer Sales and includes a competitive compensation package.

Requirements

• 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

Responsibilities

• 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

Benefits

• Flexible work arrangement allows for remote work or a hybrid model
• Variable Pay . You will be eligible to participate in Hootsuite’s Sales Compensation Program
• Canada Pay Range For This Role $10,700 — $107,000 CAD
• US Pay Range For This Role $112,000 — $112,000 USD