Account Executive, Enterprise Sales

About the role

You will own the end to end sales cycle for enterprise customers within specific landmark industries driving revenue growth and quota attainment. The role requires you to generate outbound opportunities and build a robust pipeline that fuels predictable revenue for Hootsuite. You will navigate complex enterprise sales cycles presenting value based solutions to C suite stakeholders and establishing long term strategic partnerships. This position demands ownership of your territory managing the full funnel from initial contact through to close and expansion. You will collaborate cross functionally with pre sales and implementation teams ensuring smooth transitions and superior customer onboarding after deal closure. The role operates in a fast paced environment requiring adaptability resilience and a data driven approach to sales performance. You will leverage social listening and market insights to tailor pitches that align with executive level business priorities.

Key facts

What you'll do

Proactively identify and qualify enterprise prospects within landmark industries to build a diversified sales pipeline that meets quarterly targets.

Generate outbound opportunities through strategic research cold outreach and networking to establish initial contact with senior decision makers.

Navigate end to end sales cycles crafting value narratives that resonate with executive leadership and demonstrate clear return on investment.

Build trust with C suite executives by leading high impact strategic conversations that uncover business challenges and align Hootsuite solutions.

Deliver compelling product presentations and live demos that showcase the full range of Hootsuite capabilities and address specific client needs.

Complete RFI and RFP responses along with technical requirement documents ensuring accurate and persuasive supplier documentation.

Partner with pre sales and post sales teams to remove roadblocks resolve objections and ensure seamless implementation and customer success.

Develop and execute account expansion strategies identifying additional products and internal buyers to drive cross sell and upsell opportunities.

Collaborate with Sales Development Representatives to design coordinated outreach campaigns that expand and nurture target accounts.

Manage sales activities and forecasting using Salesforce Sales Navigator and 6Sense to maintain accurate visibility into pipeline health.

Travel to client sites and facilitate workshops presentations with leadership support to engage multiple stakeholders within the organization.

Perform handoffs to implementation and customer success teams ensuring smooth onboarding and transition after the initial sale closes.

Monitor market trends and competitive landscape to refine positioning and messaging for enterprise buyers in evolving social media sectors.

Maintain detailed records of all sales interactions updating CRM data to support accurate forecasting and strategic decision making.

Contribute feedback from customer interactions to product and marketing teams informing future enhancements and go to market strategies.

Requirements

Considerable relevant B2B sales experience within enterprise software environments with a proven track record of achieving or exceeding assigned quotas.

Demonstrated success in outbound sales including generating pipeline through proactive prospecting cold outreach and strategic campaigns.

Strong ability to focus on client business value return on investment and customer solutions rather than purely feature focused selling.

Skilled in crafting and executing sales plans for assigned territories or verticals identifying new opportunities and driving top of funnel activity.

Open Communication skill set enabling clear written and verbal expression with attentive listening and thoughtful questioning for clarity.

Commitment to Results mindset that consistently achieves high performance and challenges both self and others to meet demanding targets.

Customer Focus orientation that demonstrates a genuine desire to help internal and external customers meet their business needs effectively.

Negotiation proficiency to guide deals through complex discussions and secure mutually beneficial agreements with enterprise stakeholders.

Ability to manage multiple priorities in a fast paced sales environment maintaining composure under pressure and meeting strict deadlines.

Willingness to travel as required to meet prospects and deliver presentations building relationships through in person engagement.

Proficiency in using sales tools such as Salesforce Sales Navigator and 6Sense to track activities forecast revenue and analyze performance.

High integrity and professionalism when handling confidential client information and representing Hootsuite to enterprise buyers.

Adaptability to learn new products services and market dynamics quickly ensuring relevance in shifting social media management landscapes.

Team collaboration capability partnering effectively with cross functional colleagues to support joint deals and strategic account planning.

Nice to have

Prior experience in social listening or social media management platforms is preferred.

Background in serving enterprise customers in digital marketing or technology sectors is advantageous.

Experience coordinating presentations and workshops with leadership support is valued.

Practical notes

This is a hybrid role open to applicants located within commuting distance of Toronto or Vancouver.

Travel to client locations will be required and should be factored into your weekly schedule.

The position reports directly to the Manager Enterprise Sales.

No visa sponsorship is mentioned in the source text so candidates must ensure eligibility to work in the selected location.