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Strategic Account Executive, Customer Sales



Customer Service, Sales & Business Development
London, UK
Posted on Tuesday, May 14, 2024

We’re looking for a Strategic Account Executive for our Customer Sales team to establish and fortify long-term partnerships and growth with Hootsuite’s largest and most complex customer accounts through renewal and expansion. You’ll be working to increase annual recurring revenue of our customers by strategically owning and executing on your Book of Business, engaging our largest, most strategic accounts, educating them on Hootsuite’s value proposition, and introducing new solutions. In this role, you will interact with and influence Executives and C-level contacts and customers. You will collaborate across the broader Sales and Customer organizations to achieve company goals.

While based in Hootsuite’s London office, you will report to the Senior Manager, Customer Sales


  • Plan, develop and execute a Book of Business plan against Hootsuite's large business customers designed to drive revenue growth through renewal and expansion
  • In collaboration with management, craft renewal and upsell expansion sales strategies for the assigned book of business, comprising large Hootsuite customers
  • Follow the prescribed sales process, adding your own expertise and shared experiences, including negotiation and other operational processes for renewals and upsell opportunities
  • Effectively navigate the complete renewal and expansion sales cycles including presenting the value of our solutions to Digital Marketing Directors and VPs; looking for opportunities to adopt additional medium to high complexity products and secure introductions to additional internal buyers for cross-sell opportunities
  • Consistently manage a pipeline of expansion opportunities, strategically aligned with the company goals; closing opportunities each quarter
  • Accurately forecast for weekly, monthly, and quarterly revenue targets
  • Actively participate in our “Revenue Management Framework” initiatives, 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: 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
  • Learn, execute and master the ValueSelling Framework©
  • Complete and submit request for proposals (RFP) when necessary
  • Lead the Social Maturity Assessment for our clients. Utilize the assessment to ensure increasing value for our customers through our products and create expansion pipeline through relevant recommendations, both as an individual and in partnership with internal partners
  • 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
  • Perform other related duties as required


  • Extensive relevant 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 with relevant experience in developing account plans with a mix of tactics.
  • Proven record of managing a pipeline of $50-100K+ expansion or net new opportunities; maintaining a pipeline coverage multiple of 2.5x
  • Expertise in identifying, coordinating and effectively managing an external buying team (consisting of different roles like IT, Security, Legal, Procurement) whom use a complex, multi step validation and purchasing process 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 delivers impact and ROI.
  • Experience and certification with at least one other professional sales methodology training (Sandler, Solution Selling, Challenger, for example.)
  • Proven ability to successfully collaborate and build trust based relationships with teams such as Presales, Customer Success, Executive Leadership, etc throughout the sales process.
  • Proven success negotiating and building consensus with multiple stakeholders within complex B2B environments and experience engaging and transacting with senior level executives
  • Proven success working with SaaS contracts, complex terms and working closely 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


  • 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.