Senior Account Executive, New Business
2024-11-10
USA, Canada
Hootsuite
We’re looking for a Senior Account Executive, New Business (Enterprise) to help us develop and close new business with large enterprise customers within our landmark and non-landmark industries. As a senior sales professional, you will manage the proposal and credit review process and deliver effective sales presentations and product demos to prospective customers. You will work in a fast paced sales environment selling Hootsuite solutions to prospective customers. You will work with our inbound lead generation teams as well as prospect and generate outbound leads, helping our prospective enterprise customers choose Hootsuite as their Social Media Management partner. 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 and the United States.
WHAT YOU’LL DO:
Successfully acquire new large, enterprise customers within our landmark industries.
Develop and execute an industry-specific account growth 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 sales cycles from value creation to negotiation and closing, and present the value of our solutions to senior and C-suite prospective customers.
Proactively 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 RFIs/ RFPs, 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.
Proactively transition the customer to the customer team following the close of the initial customer sale to ensure a smooth customer transition and onboarding.
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.
WHAT YOU’LL NEED:
Senior level B2B sales experience OR lead generation/business development representative experience (experience in software considered an asset); proven ability to achieve or exceed assigned quotas.
Ability to focus on client business value, return on investment, and customer solutions (not features-focused selling).
Experience crafting sales strategies for your vertical/territory and building/executing on your account/territory plans.
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.
Perseverance: Pursues everything with energy, drive, and a need to finish—doesn’t give up.
Influence: Asserts own ideas and persuades others, gaining support and commitment and mobilizing people to take action
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.
Accommodations will be provided as requested by candidates taking part in all aspects of the selection process.
#LI-EM
Variable Pay. You will be eligible to participate in Hootsuite’s Sales Compensation Program. Please speak with your recruiter for more information.Canada Pay Range For This Role$75,700—$105,900 CADUS Pay Range For This Role$77,600—$108,600 USD
WHAT YOU’LL DO:
Successfully acquire new large, enterprise customers within our landmark industries.
Develop and execute an industry-specific account growth 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 sales cycles from value creation to negotiation and closing, and present the value of our solutions to senior and C-suite prospective customers.
Proactively 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 RFIs/ RFPs, 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.
Proactively transition the customer to the customer team following the close of the initial customer sale to ensure a smooth customer transition and onboarding.
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.
WHAT YOU’LL NEED:
Senior level B2B sales experience OR lead generation/business development representative experience (experience in software considered an asset); proven ability to achieve or exceed assigned quotas.
Ability to focus on client business value, return on investment, and customer solutions (not features-focused selling).
Experience crafting sales strategies for your vertical/territory and building/executing on your account/territory plans.
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.
Perseverance: Pursues everything with energy, drive, and a need to finish—doesn’t give up.
Influence: Asserts own ideas and persuades others, gaining support and commitment and mobilizing people to take action
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.
Accommodations will be provided as requested by candidates taking part in all aspects of the selection process.
#LI-EM
Variable Pay. You will be eligible to participate in Hootsuite’s Sales Compensation Program. Please speak with your recruiter for more information.Canada Pay Range For This Role$75,700—$105,900 CADUS Pay Range For This Role$77,600—$108,600 USD