We’re looking for a Strategic Account Executive, Customer Sales to drive annual recurring revenue and spearhead expansion strategy within our existing strategic agency customer base. In this role, you’ll collaborate with sales leadership to develop renewal and upsell strategies that will build long-term partnership and growth within our existing agency customers. In this role, you will have the influence to engage with C-suite and other senior leaders. In line with Hootsuite's distributed workforce strategy, our flexible work arrangement allows for remote work. This role is open to applicants located in California. In this role, you will report to the Director, Customer Sales.
WHAT YOU’LL DO:
- Ideate, develop and execute a strategic book of business plan against Hootsuite/Talkwalker’s large agency customers designed to drive revenue growth through renewal and expansion
- In collaboration with sales leadership, craft renewal and upsell expansion sales strategies for the assigned book of business, comprising large, high-value Hootsuite/Talkwalker customers.
- Demonstrate deep sales expertise in alignment with the prescribed sales process, including negotiation and other operational processes to ensure successful outcomes for renewals, upsell, and potential net new opportunities
- Actively engage and contribute to our “Revenue Management Framework” – a structured and consistent set of activities that drives operational excellence and high performance
- Build trust and expand value-based relationships with key current and prospective agency POCs across holding company networks and large strategic independent agencies with a goal of selling additional products and securing introductions to additional internal buyers for cross-sell opportunities.
- Consistently manage a pipeline of expansion opportunities and accurately forecast for weekly, monthly, and quarterly revenue targets while consistently creating new qualified sales opportunities
- Collaborate and strategize with cross-functional teams (e.g., customer success, sales, marketing, product, executive leadership) to solve customer problems, drive retention and revenue
- Engage and meet regularly with customers to deliver value and business impact, educating them on the Hootsuite/Talkwalker agency value proposition and introduce new solutions
- Act as an internal resource and mentor for the Customer Sales team, sharing best practices, market resources and other key strategies to enhance Hootsuite’s overall capacity to renew and expand.
- Ensure compliance with all company policies and procedures related to complex customer account management, including data security and privacy regulations.
- Perform other related duties as required
WHAT YOU’LL NEED:
- Extensive relevant account management and sales experience, preferably in the technology (SaaS) industry, and preferably with agencies
- Proven success managing and growing an enterprise agency customer portfolio; demonstrated ability to manage a high volume of opportunities while leveraging data-driven insights within the customer journey and sales process.
- Proven record of consistent quota attainment and portfolio management; experience developing strategic account plans to ensure growth
- Experience identifying, coordinating and effectively managing an external buying team (consisting of different roles like IT, Security, Legal, Procurement) in an effective manner to support a successful sales and buying process
- Experience using sales tools such as SFDC, Gong, Sales Navigator, ZoomInfo, and 6Sense.
- Belief in ValueSelling, with a strong sense of what customers value and how to challenge them to develop a deeper understanding of how Hootsuite/Talkwalker delivers impact and ROI.
- Accountability: holds self and others accountable to meet commitments
- Collaboration and Teamwork: works with others to deliver results, meaningfully contributing to the team and prioritizing group needs over individual needs
- Commitment to Results: consistently achieves results, demonstrating high performance, and challenging self and others to deliver results
- Influence: Asserts own ideas and persuades others, gaining support and commitment and mobilizing people to take action
- 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
- Problem-Solving: uses an organized and logical approach to find solutions to complex problems. Looks beyond the obvious to understand the root cause of problems
- Resilience, Tolerance for Change/Ambiguity: can effectively cope with change, finding ways to advance work and projects
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:
Step 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-YF, #LI-Remote
US Pay Range For This Role
$107,700—$125,000 USD
