Strategic Account Executive

Job Description

We are looking for a Strategic Account Executive who will drive net-new opportunities with large sized companies and meaningfully impact customers' business goals. You will work in a fast paced sales environment and influence key stakeholders in adopting Hootsuite solutions in solving business problems. You will source your own pipeline through business development, prospecting as well as partnering with SDRs. You will use your sales skills to educate prospective customers on the benefits and value of Hootsuite solutions and manage the end to end sales process, helping our customers choose Hootsuite as their Social Media Management partner. While based in Hootsuite’s soon to open Atlanta office you will report to Director of Sales . This is a hybrid work from home/in an office environment.

WHAT YOU’LL DO:

• Generate net-new funnel through outbound prospecting efforts, including attending industry and social media events
• Develop value-based relationships with prospects to uncover net-new opportunities by educating our customers on the impact social media has on their corporate strategy
• Identify and build consensus among multiple, cross-functional decision makers and influencers
• Create and execute annual and account plans as appropriate for assigned territory
• Recommend and sell relevant solutions, including partner products, by offering related product mix from the range of Hootsuite products to solve clients business challenges
• Forecast sales activity and revenue attainment accurately through proper use of sales tools with goal of meeting or exceeding quarterly revenue targets
• Liaise with internal sales and support teams to build business cases, demonstrate ROI, establish on-boarding plans and provide other insights to facilitate partnership
• Responsible for the complete sales cycle, including the successful negotiation of legal, procurement and internal operational processes
• Serve as voice of the customer by sharing external market insights and feedback from prospects and customers to the Product and Marketing teams in order to drive improvements and product/feature requests
• Perform other related duties as required

WHAT YOU’LL NEED:

• Extensive sales experience preferably within a B2B environment (minimum of 3 years in SaaS or software environment)
• Demonstrated ability to predictably forecast and leverage data driven insights in decision making within the sales process
• Experience building consensus at speed among multiple customer stakeholders
• Consistent track record of meeting / exceeding quota, closing large deals; simultaneously manage a high volume of opportunities and driving results in a competitive growth environment
• Proven ability to prospect with a thorough process, assess customer challenges, align solutions and read prospective buyers
• Proven ability to successfully collaborate and build trust based relationships with teams such as Presales, Customer Success, Executive Leadership, etc throughout the sales process
• Experience working with a value-driven sales approach (as opposed to product/feature-led approach)
• Experience crafting sales strategies for your vertical/territory and building/executing on your account/territory plans
• Experience using sales tools such as SFDC, Sales Navigator, 6Sense
• Accountability: holds self and others accountable to meet commitments
• Creativity and Innovation: seeks new and better ways of doing things, generates original and imaginative ideas, products, or solutions
• Customer Focus: demonstrates a desire to proactively help and serve internal/external customers meet their needs
• 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
• Priority Setting: focuses time/energy on the most important issues/opportunities. Clearly understand how to assess the importance of tasks and decisions
• Resilience, Tolerance for Change/Ambiguity: can effectively cope with change, finding ways to advance work and projects
• Self Development: is personally committed to, and actively works to continuously improve

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.

In all we do, our six guiding principles light the way:

S tep Up: Show the world what it looks like to live and work by these guiding principles. #StepUp

One Team: Make Hootsuite a place where everyone feels safe, welcome, valued, and empowered to do their best work without compromising who they are. #OneTeam #FreeToBeMe

Customer Obsessed: Focus relentlessly on helping our customers succeed. #CustomerObsessed

Go Fast, Be Agile: Widen our competitive advantage by committing to speed and simplicity over perfection and complexity. #GoFastBeAgile

Play to Win: Commit to building an incredible, profitable company for our customers, our employees, and our stakeholders. #PlayToWin #NoExcuses

Neighbours & Allies: Give back to our communities and be an ally. #SocialForGood #Allies

Accommodations will be provided as requested by candidates taking part in all aspects of the selection process.

#LI-LD1