We’re looking for an Account Executive, Mid‑Market to help us develop and close new business with mid‑market Hootsuite customers within our landmark industries. You will work in a fast paced sales environment selling Hootsuite solutions to prospective customers, collaborating with our inbound lead generation teams to help our prospects choose Hootsuite as their Social Media Management partner. This is a hybrid position open to candidates based near Hootsuite’s London office. In this role, you will report to the Manager, Mid‑Market Sales.
What You’ll Do
- Successfully acquire new mid‑market customers within our landmark industries by responding and actioning internal leads to achieve quota targets.
- Navigate sales cycles from value creation to negotiation and closing, presenting the value of our solutions to prospective customers and forecasting and closing new business revenue every month.
- Proactively seek out market and industry information to develop rapport with mid‑market customers.
- Recommend relevant solutions by offering a unique product mix from the range of Hootsuite products to solve clients’ business challenges.
- Recommend appropriate third‑party partner solutions to meet customer needs and build a differentiated pitch.
- Deliver product presentations and demos to potential customers, showcasing solutions that provide maximum benefit.
- Complete RFI/RFP and other supplier technical requirement documents.
- Partner with pre and post‑sales teams to navigate roadblocks and objections, ensuring customer success and long‑term value.
- Manage, track, and report sales activities and results through Salesforce, Sales Navigator, and 6Sense.
- Facilitate a warm handoff to the implementation and customer teams following the close of the initial sale to ensure smooth transition and onboarding.
- Engage and educate existing commercial customers on Hootsuite’s value proposition, maximizing the value of each account by aligning customers’ unique needs and overall goals on social media.
- Provide day‑to‑day peer support with training new team members as they onboard and develop their sales skills.
- Perform other related duties as required.
What You’ll Need
- Demonstrated B2B sales experience or lead‑generation/business development experience, ideally in software; proven ability to achieve or exceed quotas.
- Ability to focus on client business value, ROI, and solutions rather than feature‑focused selling.
- Experience crafting sales plans for your vertical/territory and building/executing account/territory plans.
- Open communication: clearly conveys thoughts, both written and verbally, listens attentively, and asks clarifying questions.
- Commitment to results: consistently achieving high performance and challenging self and others to deliver outcomes.
- Customer focus: demonstrates a desire to proactively help and serve internal and external customers.
- 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.
Who You Are
- Solution seeker: focused on tackling new challenges, solving problems, and moving the business forward without needing to be asked.
- Lifelong learner: having a growth mindset, eager to learn, experiment, apply, provide feedback, and share what works.
- Resilient adapter: brings a thoughtful, calm approach to change and challenges, focusing on new opportunities.
- Intentional collaborator: builds positive relationships across the business, fostering new opportunities and efficient information flow.
- Critical challenger: trusts in the team to ask difficult questions to achieve the best outcome.
- Active communicator: listens actively and communicates ideas and information clearly, inclusively, and proactively.
- Integrated thinker: looks beyond the role to understand how the team’s work drives broader organizational goals.
- Accountable owner: takes pride in responsibilities with a mindset of ultimate accountability and reliability for outcomes.
- Bar‑raiser: steps up to help the team grow and succeed, even when that means going beyond expectations.
Accommodations will be provided as requested by candidates taking part in all aspects of the selection process.
