Senior Account Executive, Enterprise Sales

Hootsuite is seeking a Senior Account Executive, Enterprise Sales to help develop and close new business with larger enterprise customers. The role involves managing the full sales cycle, from opportunity creation to closing, while focusing on building long-term partnerships with clients in landmark industries.

Responsibilities:

• Successfully acquire new enterprise customers within our landmark industries in order to achieve and exceed individual quota targets. Develop and execute an industry-specific account growth strategy in order to identify, generate and develop a net new sales pipeline
• 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 strategic, high-impact conversations that uncover business priorities, align solutions to executive objectives, and drive long-term partnerships. 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

Requirements:

• Senior level B2B sales experience, including 2+ years selling to enterprise customers (experience in software considered an asset); proven ability to achieve or exceed assigned quotas. Social listening experience an asset
• Ability to focus on client business value, return on investment, and customer solutions (not features-focused selling). Demonstrated strategic mindset towards deals and the ability to convey a big picture vision to the customer
• Experience crafting sales plans for your vertical/territory and building/executing on your account/territory plans. Outbound experience and track record of success sourcing your own pipeline is a requirement
• Proven outbound sales expertise, including ability to generate pipeline through proactive prospecting, cold outreach, and strategic outbound campaigns. Skilled in crafting and executing sales plans for assigned territories or verticals, including building account strategies, identifying new opportunities, and consistently driving top-of-funnel activity to meet and exceed revenue targets
• 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
• Influence: Asserts own ideas and persuades others, gaining support and commitment and mobilizing people to take action
• Perseverance: Pursues everything with energy, drive, and a need to finish—doesn't give up