.We're looking for a Senior Account Executive to increase annual recurring revenue of our large customer accounts. In this role, you will collaborate with the sales manager to develop renewal and upsell strategies that will build long term partnership and growth with our existing customers. You'll be educating our customers on Hootsuite's value proposition, and introducing new solutions. You will collaborate across the broader Sales and Customer organizations to achieve company goals. While working in a hybrid work arrangement, a blend of virtual (in accordance with Hootsuite's distributed workforce strategy), and in Hootsuite's London or Madrid office, you will report to the Senior Manager, Customer Sales.What You'll DoPlan, 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
