Account Executive (Enterprise Sales)

Requirements

Considerable relevant B2B sales experience (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 outbound sales experience, 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

Perseverance: Pursues everything with energy, drive, and a need to finish—doesn’t give up

What the job involves

We’re looking for an Account Executive, Enterprise Sales to help us develop and close new business with Hootsuite customers within our landmark industries. You will work in a fast paced sales environment selling Hootsuite solutions to prospective customers

This role is a full sales cycle role from opportunity creation to close. You will be responsible for owning your own pipeline and generating outbound opportunities with companies that could benefit from Hootsuite as their social media management partner

In this role, you will report to the Manager, Enterprise Sales

Successfully acquire new enterprise sized business customers within our landmark industries in order to achieve individual quota targets. You will be required to also prospect and generate your own outbound leads

Navigate sales cycles from value creation to negotiation and closing, and present the value of our solutions to prospective senior level customers. Build trust with C-suite and senior executives, leading strategic, high-impact conversations that uncover business priorities, align solutions to executive objectives, and drive long-term partnerships

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

Proactively seek out insightful market and industry information in order 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. Recommend appropriate third party partner solutions to meet customer needs and build a differentiated pitch for our customers

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

Partner with our pre & post sales teams to navigate roadblocks and objections, ensuring customer success and long term value for the customer

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

Partner with Sales Development Representatives to plan approaches to your accounts and work together to build outbound pipelines

Manage, track and report sales activities and results through Salesforce, Sales Navigator and 6Sense

Travel to see prospects and deliver presentations to stakeholders, ability to coordinate these presentations and workshops with leadership support

Facilitate a warm handoff to the implementation and customer teams following the close of the initial customer sale to ensure a smooth customer transition and onboarding

Perform other related duties as required

Solution seeker. You’re focused on tackling new challenges, solving problems, and moving the business forward—and you don’t wait to be asked

Lifelong learner. You have a growth mindset – you’re here to learn, experiment, seek, apply, and provide feedback, share what works with your team, and move on from what doesn’t

Resilient adapter. In the face of change and challenges, you bring a thoughtful, calm approach, and a focus on finding the new opportunity

Intentional collaborator. You build positive working relationships across the business, bringing people together to foster new opportunities and to facilitate the efficient flow of information

Critical challenger. You have the trust in your team to ask difficult questions in order to get to the best end result

Active communicator. You listen actively and communicate ideas and information clearly, inclusively, and proactively

Integrated thinker. You look beyond your role and responsibilities to understand how your team’s work drives broader organizational goals

Accountable owner. You take pride in the work you’re responsible for with a mindset of ultimate accountability and reliability for the outcomes

Bar-raiser. You step up to help your team grow and succeed, even when that means going beyond what might be expected

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