Account Executive, Enterprise Sales

About the Role

The sales environment is fast-paced, and you will be working in a remote-first setup, which requires strong time management and organizational skills. You will report to the Manager, Enterprise Sales, and work closely with the pre and post sales teams to ensure customer success and long-term value.

Hootsuite is a leading social media management platform, and its landmark industries offer a wide range of opportunities for strategic sales conversations. As an Account Executive, you will be expected to build trust with C-suite and senior executives, leading high-impact conversations that align solutions to executive objectives and drive long-term partnerships.

What You Will Do

• Successfully acquire new enterprise-sized business customers within landmark industries to achieve individual quota targets
• Prospect and generate your own outbound leads using Salesforce and other sales tools
• Navigate sales cycles from value creation to negotiation and closing, presenting the value of Hootsuite's solutions to prospective senior-level customers
• Build trust with C-suite and senior executives, leading strategic, high-impact conversations that uncover business priorities and drive long-term partnerships
• Take ownership of your quarterly target by crafting and executing a strategy to identify, generate, and develop net new sales pipeline and achieve/exceed quota targets
• Accurately forecast sales activity and revenue attainment, using data from Salesforce and other sales tools
• Proactively seek out insightful market and industry information to effectively develop rapport with enterprise customers
• Recommend relevant solutions by offering a unique product mix from the range of Hootsuite products to solve clients' business challenges
• Deliver product presentations and demos to potential customers, showcasing a range of solutions that provide maximum benefit to the customer
• Complete RFI/RFP and other supplier technical requirement documents, working closely with the pre and post sales teams
• Partner with Sales Development Representatives to plan approaches to your accounts and work together to build outbound pipelines

What We Are Looking For

• Considerable relevant B2B sales experience, with a proven ability to achieve or exceed assigned quotas
• Experience in software sales, particularly social media management solutions, is an asset
• Ability to focus on client business value, return on investment, and customer solutions
• Demonstrated outbound sales experience, including the ability to generate pipeline through proactive prospecting, cold outreach, and strategic outbound campaigns
• Skilled in crafting and executing sales plans for assigned territories and accounts
• Strong understanding of Salesforce and other sales tools, with the ability to navigate and manage sales data
• Excellent communication and interpersonal skills, with the ability to build trust and rapport with C-suite and senior executives
• Strong time management and organizational skills, with the ability to work in a fast-paced, remote-first environment

Nice to Have

• Experience with social listening and social media management tools
• Knowledge of landmark industries and their specific sales challenges and opportunities
• Certification in sales or a related field, such as Salesforce Administrator or Sales Cloud Consultant
• Experience working in a remote-first environment, with a strong understanding of the tools and strategies required for success

Benefits and Perks

• Competitive salary and bonus structure, with a focus on performance-based rewards
• Comprehensive benefits package, including health, dental, and vision insurance
• Flexible remote work arrangement, with the ability to work from anywhere in Canada or the USA
• Access to a range of sales tools and training programs, including Salesforce and other industry-leading platforms
• Opportunity to work with a leading social media management platform and its landmark industries
• Collaborative and dynamic work environment, with a strong focus on team success and customer satisfaction
• Professional development opportunities, including training and certification programs, to help you advance your sales career
• Recognition and reward programs, including employee recognition and reward schemes, to motivate and inspire you to achieve your sales targets

• Develop a strong understanding of Salesforce and its applications in sales, including data management and pipeline development.
• Build a portfolio of your sales experience, including examples of successful sales cycles and customer relationships.
• Focus on building trust and rapport with C-suite and senior executives, using strategic, high-impact conversations to drive long-term partnerships.
• Stay up-to-date with industry trends and news, using social listening and other tools to stay informed and add value to your sales conversations.
• Prepare for common sales interview questions, such as 'What is your sales strategy?' or 'How do you handle rejection?', and be ready to provide specific examples from your experience.
• Research Hootsuite's landmark industries and their specific sales challenges and opportunities, and be prepared to discuss how you can add value to these customers.
• Be prepared to discuss your experience with sales tools and platforms, including Salesforce, and how you have used them to drive sales success.