We’re looking for a Director, Customer Sales to lead a strategic vertical or an entire region within the Sales organization. In this role you’ll focus on driving expansion and renewal strategy for our most strategic customer accounts. You’ll be a leader to a high performing team of front line Customer Account Executives, a change leader with a skill to address complex escalation matters in order to  expand and retain  our largest and most complex accounts. As a Director within the Revenue Organization, you will champion new initiatives, improve the status quo and drive alignment and agile cross-functional collaboration across leaders and teams. You will be responsible for impacting customer expansion and renewal to facilitate 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:

• Lead a strategic Customer Sales team by  developing frameworks for planning,  forecasting and resource allocation that positively impacts renewals and expansion 
• Hire, regularly coach, and mentor high performing team members by creating a culture of partnership, growth, and ongoing learning, while ensuring alignment to strategy and goals. Perform full scope of people management responsibilities. 
• Effectively drive strategy and tactics that seed and win +$100K expansion opportunities within the region, vertical or book of business
• Lead the regional, vertical or book of business implementation and adoption of customer and expansion strategies and methodologies. Respond to the changing needs of the business and partner with other Hootsuite leaders to continue to build and enhance strategy and scalable workflow processes.
• Champion the vertical, region or book of business internally and externally, investing time and effort to establish and further Hootsuite’s reputation as platform of choice including client meetings, presentations, and events that engage customer executives  
• Direct the development and maintenance of key customer relationships across the region or vertical, focused on customer outcomes and market expansion. 
• Represent Hootsuite at industry events, partner conferences, and customer advisory boards.
• Be the point of escalation and sponsor for customer issues and key deals; effectively representing Hootsuite in front of VP level and above customer contacts
• Collaborate with Sales, Marketing, and Product Leadership to build a world-class go-to-market motion that enables our customers with the strategies, tactics, and tools they need to be successful on social media.
• Provide expert-level coaching and consistent feedback  to your team for executing effective selling processes including but not limited to discovery, uncovering business value, story telling, pitching, negotiating and closing renewal and expansion opportunities
• Demonstrate a deep level of care and commitment to your 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 
• Develop and implement high impact, high visibility strategic projects within Customer Sales and in partnership with cross-functional leaders across Revenue
• Manage the execution of the regional and global Customer Sales  strategies by proactively eliciting ideas, perspectives, and experience across a diverse group of stakeholders 
• Perform other related duties as assigned.

WHAT YOU’LL NEED:

• 15+ years experience in high-growth and fast-paced B2B SaaS environments with demonstrated leadership experience building and leading enterprise Sales or Customer Success teams.
• 5+ years as a sales leader of a successful team in a B2B setting, working with clients potentially in a variety of industries.
• Proven track record as an individual contributor of seeding and winning $100k+ expansion or net new opportunities
• Proven track record as a sales leader of leading teams responsible for seeding and winning $100k+ expansion or net new opportunities
• Proven track record of effectively leading strategy and execution of a sales region or vertical both internally and externally
• Excellent problem-solving skills; a proven capacity to solve complex issues with customer-centric business development focus, and both operational and financial acumen.
• A growth mindset and a willingness to challenge the status quo. Courage to address difficult issues, seeking first to understand.
• Accountability: holds self and others accountable to meet commitments
• Commitment to Results: consistently achieves 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
• 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.

#LI-LN1

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.