Senior Enterprise Account Manager, Agencies

Hootsuite; Toronto; Hybrid; CAD 96,000; Full time

Job summary

Join a dynamic and innovative firm as a Senior Enterprise Account Manager, where you will be at the forefront of building and maintaining influential relationships with key Agency customers. This role offers the opportunity to leverage your agency experience and expertise in Hootsuite's products to drive renewal and expansion strategies. Collaborate with a talented team in a flexible work environment that supports remote or hybrid arrangements. If you thrive on challenges and are passionate about customer success, this position is your chance to make a significant impact while working with cutting-edge solutions in the social media management space.

Benefits

Health insurance

Dental insurance

Vision insurance

Life/disability insurance

Employee Assistance Program

Group RRSP plan with company match

Global Parental Leave

Qualifications

• Senior level account management experience in the SaaS industry.
• Proven success in managing enterprise customer portfolios.

Responsibilities

• Build and nurture relationships with strategic Agency customers.
• Lead post-sale relationships and negotiations for renewals.

Skills

Account Management

Sales Strategy

Negotiation

Problem-Solving

Communication

Customer Relationship Management

Education

Bachelor's Degree

Tools

Salesforce (SFDC)

Gong

Sales Navigator

6Sense Gainsight

Job description

We’re looking for a Senior Enterprise Account Manager to own the relationship for a portfolio of Hootsuite’s most strategic Agency customers. In this role, you’ll build, cultivate, and maintain influential customer relationships by leveraging your agency experience and demonstrating expert-level competency in Hootsuite's products, industry trends, and best practices. You will collaborate with management and other stakeholders within the Agency Sales team to drive renewal and expansion strategies and ensure a proactive and seamless approach to the renewal and expansion process for our customers. In line with Hootsuite's distributed workforce strategy, our flexible work arrangement allows for remote work or a hybrid model. This role is open to applicants located in Canada or the United States. In this role, you will report to the Manager, Customer Success.

WHAT YOU’LL DO:

• Build and nurture influential relationships with strategic Agency customers for a book of business, anticipate questions and provide relevant insights and proactively reach out to improve adoption, and give recommendations on tactics to enhance social presence/social listening for our customers.
• Expand value-based relationships with key current agency POCs across holding company networks and large strategic independent agencies with the goal of securing introductions to additional internal buyers for cross-sell opportunities.
• Proactively lead the post-sale relationship, including multithreaded customer engagements and leading negotiations to drive successful renewal and expansion outcomes.
• In collaboration with your manager, develop and utilize creative and strategic thinking in order to resolve complex issues and identify win-win renewal outcomes.
• Provide recommendations to improve our operational processes through on-the-job learning.
• Develop and maintain rolling forecasts including monitoring account data health and anticipating risks and/or objections; working proactively with your manager and other stakeholder groups to mitigate risk and develop renewal strategies; recording calls and ensuring our internal customer database is up to date with robust details to further support forecast accuracy.
• Act as a trusted advisor throughout the customer lifecycle, building multi-threaded relationships, and leveraging your in-depth knowledge of product fit while tailoring the renewal strategy to meet customers’ unique needs.
• Identify and pursue account upsell and cross-sell opportunities throughout the customer relationship while partnering with Account Executives within the Agency Sales team.
• Engage and meet regularly with customers to deliver value and business impact, educating them on the Hootsuite/Talkwalker agency value proposition and introducing new solutions.
• Evaluate customer needs and advocate internally as the voice of our clients on product strategy, feature development, and pricing decisions.
• Identify product and process gaps and issues and suggest potential solutions.
• Conduct Strategic Business Reviews (SBR) on a regular basis to discuss accomplishments, opportunities, and account growth and to identify areas of improvement.
• Leverage a deep understanding of contract terms and processes in order to positively influence the renewal process and ensure a seamless customer experience.
• Summarize clients' feedback to management and relevant internal stakeholders, identifying key themes and potential root causes.
• Provide regular updates to leadership on weekly forecast numbers and trends.
• Log feature requests and update customer account notes in Salesforce. Identify and escalate potential account risks, and support the team with SFDC hygiene.
• Collaborate with Professional Services where applicable.
• Perform other related duties as assigned.

WHAT YOU’LL NEED:

• Senior level account management and sales experience, preferably in the technology (SaaS) industry and preferably with Agencies.
• Proven success managing 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.
• Experience using sales tools such as SFDC, Gong, Sales Navigator, and 6Sense Gainsight.
• 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:

• Solution seeker. You’re focused on tackling new challenges, solving problems, and moving the business forward—and you don’t wait to be asked.
• Lifelong learner. You have a growth mindset – you’re here to learn, experiment, seek, apply, and provide feedback, share what works with your team, and move on from what doesn’t.
• Resilient adapter. In the face of change and challenges, you bring a thoughtful, calm approach, and a focus on finding the new opportunity.
• Intentional collaborator. You build positive working relationships across the business, bringing people together to foster new opportunities and to facilitate the efficient flow of information.
• Critical challenger. You have the trust in your team to ask difficult questions in order to get to the best end result.
• Active communicator. You listen actively and communicate ideas and information clearly, inclusively, and proactively.
• Integrated thinker. You look beyond your role and responsibilities to understand how your team’s work drives broader organizational goals.
• Accountable owner. You take pride in the work you’re responsible for with a mindset of ultimate accountability and reliability for the outcomes.
• Bar-raiser. You step up to help your team grow and succeed, even when that means going beyond what might be expected.

In all we do, our six guiding principles light the way:

Step Up: Dare to go beyond the expected to achieve greatness. #StepUp

One Team: Make Hootsuite a place we soar together by respecting each other's individuality, building trust, and showing up for the team. #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-Hybrid

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.

Canada Pay Range For This Role:

$96,000 — $96,000 CAD

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.

At Hootsuite, we design our compensation packages based on internal equity and external competitiveness. Every role at Hootsuite is analyzed, evaluated and mapped to a salary range. As a general guideline, the salary for new hires and promoted employees is determined based on an individual's skills & capabilities required for the role and their ability to contribute as per the expectations outlined in the job description.

Our salary structures are built on trends projected and published by independent and trusted survey companies. Hootsuite analyzes market data and adjusts salary structures, if required, on an annual basis. Salary ranges reflect what we expect to pay for this position at the time of posting. Our total compensation packages summarize our current offerings and are subject to change without notice.

Hootsuite is committed to fair and equitable compensation for every employee. Through an annual Pay Equity Analysis, Hootsuite ensures that all employees are paid fair and equitably.

Canadian Benefits: Hootsuite offers comprehensive benefits to support the health and wellbeing of our owls and their families. The benefits cover health insurance including medical, dental, vision, life/disability insurances, an Employee and Family Assistance Program and more! Hootsuite provides a group RRSP plan with a company match of up to 4% of base salary. Benefits are available to permanent employees who meet minimum hours requirements without a waiting period. THIS resource will provide additional information.

US Benefits: Hootsuite offers comprehensive benefits to support the health and wellbeing of our owls and their families. The benefits cover health insurance including medical, dental, vision, and life/disability insurances. Hootsuite also offers a 401k Plan with a company match (up to 4% of base salary), an Employee and Family Assistance Program and more! Benefits are available to employees who meet minimum hours requirements without a waiting period. THIS resource will provide additional information.

Global Parental Leave: All permanent employees, including birthing, non-birthing and adoptive parents, who have been employed by Hootsuite for a minimum of 12 months are eligible for 26 weeks of full and partially paid leave in accordance with local government regulations.