Account Executive, Mid-Market

Hootsuite Inc.; Greater London; Hybrid; GBP 60,000 - 90,000; Full time

Job summary

Hootsuite Inc. is seeking an Account Executive, Mid‑Market to drive new business with mid‑market customers. You’ll work in a fast-paced sales environment and collaborate with inbound teams to position Hootsuite as the Social Media Management partner of choice.

You will use a mix of value-selling tactics, product demos, and tailored proposals to move opportunities through the sales cycle, reporting to the Manager, Mid‑Market Sales. This hybrid role is London‑based.

Qualifications

• Experience in B2B software sales or lead generation for mid-market accounts.
• Proven ability to meet or exceed quotas.
• Ability to articulate ROI and customer value.

Responsibilities

• Acquire new mid-market customers by following up on inbound leads and active outreach.
• Navigate sales cycles from value creation to negotiation and closing.
• Forecast and close new business revenue monthly.
• Deliver product presentations and demos to prospects.

Skills

B2B sales experience

Lead generation

Value-based selling

Account qualification

Negotiation

Customer focus

Communication

Team collaboration

Job description

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. You will work with our inbound lead generation teams, helping our prospective customers 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 in order to achieve individual quota targets.
• Navigate sales cycles from value creation to negotiation and closing, and present the value of our solutions to prospective customers. Forecast and close new business revenue every month.
• Proactively seek out insightful market and industry information in order to effectively 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 for our customers.
• Deliver product presentations and demos to potential customers, showcasing a range of solutions that provide maximum benefit to the customer.
• Complete RFI/ RFP and other supplier technical requirement documents.
• Partner with our pre & post sales teams to navigate roadblocks and objections, ensuring customer success and long term value for the customer.
• 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 customer sale to ensure a smooth customer transition and onboarding.
• Engage and educate existing commercial customers on Hootsuite's value proposition; maximize the value of each account by aligning customer's 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 representative experience (experience in software considered an asset); proven ability to achieve or exceed assigned quotas.
• Ability to focus on client business value, return on investment, and customer solutions (not features-focused selling).
• Experience crafting sales plans for your vertical/territory and building/executing on your account/territory plans.
• Open Communication: clearly conveys thoughts, both written and verbally, listening attentively and asking questions for clarification and understanding.
• Commitment to Results: Consistently achieving results, demonstrating high performance and challenging self and others to deliver results.
• Customer Focus: Demonstrates a desire to proactively help and serve internal/external customers meet their needs.
• 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. 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.

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

Customer Obsessed: Focus relentlessly on helping our customers succeed.

Go Fast, Be Agile: Widen our competitive advantage by committing to speed and simplicity over perfection and complexity.

Play to Win: Commit to building an incredible, profitable company for our customers, our employees, and our stakeholders.

Neighbours & Allies: Give back to our communities and be an ally.

Accommodations will be provided as requested by candidates taking part in all aspects of the selection process.

This posting is for a current vacancy for which we are actively hiring.

#LI-IA, #LI-Hybrid

Use of AI in Hiring

Hootsuite uses artificial intelligence (AI) to support our recruitment process. These tools may assist with screening and assessing applicants and / or summarizing interview feedback. All final hiring decisions are made by human decision-makers who use their professional judgement to review and evaluate relevant candidate information in addition to AI outputs. For more information about how we use AI and your rights, please see our Careers Privacy Policy.