Senior Account Executive, Enterprise Sales

About the Role

The role entails working in a fast-paced sales environment, selling Hootsuite solutions to prospective customers, and managing a sales pipeline from opportunity creation to close. You will be expected to own your own pipeline and generate outbound opportunities with companies that could benefit from Hootsuite's social media management solutions.

As a Senior Account Executive, you will be part of a remote-first team and will be required to work independently, as well as collaboratively with other team members. You will be expected to stay up-to-date with industry trends, competitor activity, and market developments to provide strategic guidance to customers and internal stakeholders.

What You Will Do

• Develop and execute an industry-specific account growth strategy to identify, generate, and develop a net new sales pipeline
• Take ownership of quarterly targets by crafting and executing a strategy to identify, generate, and develop net new sales pipeline and achieve/exceed quota targets
• Lead longer end-to-end sales cycles from value creation to negotiation and closing, and present the value of Hootsuite's solutions to senior and C-suite prospective customers
• Proactively and strategically seek out market information and understand the product-market fit to effectively develop rapport with customers
• 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 customers on the impact social media has on their corporate strategy, and deliver strategic product presentations, demos, and supported trials of Hootsuite's solutions
• Partner with pre- and post-sales teams, as well as senior and executive internal stakeholders, to remove roadblocks, create opportunities, and ensure customer success and long-term value
• Manage, track, and report sales activities through Salesforce, Sales Navigator, and 6Sense
• Craft and generate expansion strategies for existing customers, and present the value of Hootsuite's solutions to all levels of prospective customers

What We Are Looking For

• Senior-level B2B sales experience, including 2+ years selling to enterprise customers (experience in software considered an asset)
• Proven ability to achieve or exceed sales quotas in a fast-paced sales environment
• Strong understanding of the social media management market and the ability to articulate the value of Hootsuite's solutions
• Experience working with Salesforce and other sales tools
• Strong communication, negotiation, and closing skills
• Ability to work in a remote environment and manage a sales pipeline independently
• Strong industry knowledge and understanding of customer needs and challenges
• Ability to travel to see prospects and deliver presentations to stakeholders

Nice to Have

• Experience working with large enterprise customers and managing complex sales cycles
• Knowledge of digital marketing and social media trends
• Experience working in a remote-first company and managing a distributed team
• Certification in sales or marketing (e.g. HubSpot, Salesforce)

Benefits and Perks

• Competitive salary and commission structure
• Comprehensive benefits package, including health, dental, and vision insurance
• Generous paid time off and vacation policy
• Remote work stipend and equipment allowance
• Opportunity to work with a landmark industry leader and contribute to the company's growth and success
• Professional development and training opportunities to help you grow in your career
• Collaborative and dynamic work environment with a team of experienced professionals

• Make sure to highlight your experience working with enterprise customers and managing complex sales cycles in your application and during the interview process.
• Showcase your knowledge of the social media management market and the value of Hootsuite's solutions.
• Be prepared to provide specific examples of your sales achievements and how you have exceeded quotas in previous roles.
• Emphasize your ability to work independently in a remote environment and manage a sales pipeline effectively.
• Research the company and the role thoroughly, and be prepared to ask informed questions during the interview process.
• Consider creating a portfolio of your sales achievements and customer success stories to share with the hiring team.
• Be prepared to negotiate your salary and benefits package, and make sure to highlight your skills and experience to demonstrate your value to the company.