We’re looking for a Senior Account Manager to effectively drive sales for a portfolio of Hootsuite’s large and complex customers, ensuring your customers are building long term partnerships with Hootsuite. Using your account management skills and sales experience you will partner with our current customers to build on existing relationships, understand their social goals, drive business outcomes, and lead revenue retention and growth. You will find potential upsell opportunities within your verticalized book of business and help us ensure the investment made in Hootsuite best meets the customer’s needs. While working in a hybrid work arrangement, a blend of virtual (in accordance with Hootsuite’s distributed workforce strategy), and in Hootsuite’s London office, you will report to our Senior Manger, Customer & Expansion.

WHAT YOU’LL DO:

• Develop and execute strategies to drive (NRR) revenue growth through customer retention and expansion.
• Follow a disciplined sales process, including negotiation and other operational processes for renewals and upsell opportunities; accurately forecasting for weekly, monthly, and quarterly revenue targets.
• Actively participate in our “Revenue Management Framework” – a structured and consistent set of activities that drives operational excellence and high performance.
• Collaborate with cross-functional teams (e.g., customer success, sales, marketing, product, executive leadership) to develop deal strategies to convert pipeline into customer wins.
• Partner with Customer Success Managers by supporting core customer engagements: onboarding, mutual account plans, business reviews, and value-led conversations.
• Create new qualified sales opportunities on a weekly frequency.
• Meet with customers on a regular basis to deliver value and business impact
• Listen and review recorded customer calls, proactively requesting feedback for growth.
• Learn and execute the ValueSelling Framework©.
• Lead early-stage basic product demos with customers.
• Complete and submit request for proposals (RFP) when necessary.
• Monitor social media trends and best practices to stay up-to-date with emerging technologies, customer needs, and the competitive landscape.
• Ensure compliance with all company policies and procedures related to customer account management, including data security and privacy regulations.

WHAT YOU’LL NEED:

• Significant account management and sales experience, preferably in the technology (SaaS) industry
• Proven success managing and growing an enterprise 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 or portfolio management; experience developing account plans with a mix of tactics, considered an asset
• 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 delivers impact and ROI.
• Proven success negotiating and building consensus with multiple stakeholders within complex B2B environments.
• Familiarity with SaaS contracts, contract terms and experience working with legal and procurement teams.
• 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
• 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-RL1