We’re looking for a Senior Manager, Customer Sales to drive regional Customer expansion strategy for our strategic growth accounts within our existing customer base. Reporting to the VP or Director of Customer Sales you will spearhead change management and oversee the escalation process to resolve conflicts. You’ll be a leader to a high performing team, responsible for ensuring the growth and retention of Hootsuite's most strategic and complex customers. As a Senior Manager, you will help build alignment across the Revenue Organization, partnering and making decisions with cross-functional leaders to support our Customer Account Executives In building long term partnerships with our customers. While working remotely or in a hybrid work arrangement, a blend of virtual (in accordance with Hootsuite’s distributed workforce strategy), and in Hootsuite’s Vancouver or Toronto office, you will report to VP, Customer Sales.

WHAT YOU’LL DO:

• Build, manage, and actively coach a high performing team of senior professionals focused on expansion sales and renewals, to strategically build on existing account relationships and maintain and grow existing Hootsuite accounts.
• Provide coaching to the team in the areas of executing effective selling processes like (but not limited to) discovery, uncovering business value, story telling, pitching, negotiating and closing renewal and expansion opportunities
• Oversee, guide and give feedback on the strategic books of business planning for your individual team members (average book size minimum of 40 accounts each)
• Demonstrate a deep level of care and commitment to the team’s career aspirations and development, actively reviewing Gong, and other data systems, and utilize them in your coaching sessions to create and deliver both data driven and qualitative feedback 
• Drive the appropriate engagement strategy through the team, based on both size and complexity of each account in the book to seed and win upsell opportunities
• Leverage in-depth industry knowledge and product expertise to coach and support your team in seeding, creating, managing and closing expansion deals and securing renewal opportunities 
• Actively support and regularly coach the team  in preparing and delivering formal strategic business reviews, hosting business impact conversations, value-led conversations, Product Roadmaps, mutual action plans and social media thought leadership.
• Provide leadership and guidance in operationalising high impact, high visibility strategic projects within Customer Sales 
• Develop, implement, monitor, track, and report on project plans, schedules, and timelines; and deliver consistently accurate forecasts to the business within a given reporting period
• Manage the execution of the regional and global Customer Sales strategies by proactively eliciting ideas, perspectives, and experience across a diverse group of stakeholders 
• Collaborate with internal stakeholders, like PreSales leadership, Legal, Professional Services leadership and others in order to identify expansion opportunities and strategies, as well as optimize the renewal experience for Customers. 
• Monitor and track the health of the sales pipeline; identify and operationalise opportunities for improvement. 
• Learn and Master the Value Selling Framework and weave it into our existing weekly Revenue Management Framework
• Perform other related duties as assigned.

WHAT YOU’LL NEED:

• 12+ years’ experience, including 3-5 years as a successful individual contributor with a quota in a B2B setting, working with clients from a variety of industries. Experience with Marketing, Communications and Social media is an asset.
• 3+ years as a sales leader of a successful team in a B2B setting, working with clients potentially in a variety of industries.
• Business to Business Sales and Sales Leadership experience - Experience working
• through complex procurement environments and problem solving.
•  Proven track record as a sales leader of overseeing and winning a pipeline of >$40K ARR expansion or net new opportunities
• +/- 5% accuracy of weekly/quarterly forecast of your business using a proven
• Methodology.
•  Strong sense of what Customers value and how to challenge thinking to help our
• Customers develop further their understanding of why Hootsuite should be a solution
• they consider.
• Negotiation: Successfully obtains commitment to a solution or idea, while maintaining
• integrity and relationships.
• Contracts and Legal: You have a strong working knowledge and capability in the
• Software as a Service business. 
• 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.
• Interpersonal Savvy: Relates openly and comfortably with diverse groups of people.
• Open Communication: clearly conveys thoughts, both written and verbally, listening
• attentively and asking questions for clarification and understanding.
• Perseverance: Pursues everything with energy, drive, and a need to finish—doesn’t
• give up.

• Inclusive Leadership: Builds inclusive, cohesive teams which apply diversity to achieve common goals
• Play to Win: Capably delivers results through others, is good at establishing clear direction, helping others achieve their best work
• Long Range Planning: Identifies key issues and relationships relevant to achieving a long-range goal or vision; Builds an integrated plan for course of action to accomplish this vision
• Enablement: Challenges and supports others to create results but also develop new capabilities. Successfully develops the capacity and capability of team and individuals on the team

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.

Variable Pay. You will be eligible to participate in Hootsuite’s Sales Compensation Program. Please speak with your recruiter for more information.

Note. The base salary of our Sales Compensation Program is an absolute value instead of a range and therefore, you will see that reflected below.