Manager, Enterprise Sales - Toronto - Hootsuite Inc.

Description

We're looking for a Manager, Enterprise Sales to continue to develop and lead the growth of our Enterprise Sales team. You'll manage and guide our talented sales people from the recruitment phase through to their customer interactions ensuring every new customer experience meets our Hootsuite standards and values. Working closely with our account management and customer value teams, you will help create a smooth and positive buying experience for prospective customers. This is a hybrid role based out of our Toronto or Vancouver office and reports into the Regional VP, Enterprise Sales, NA.

WHAT YOU'LL DO:

• Build, manage, and drive a high performing Enterprise Sales team across diverse geographic locations. Oversee the development of enterprise sales pipeline and closing of new business contracts to meet and exceed personal and company revenue targets.
• Manage the execution of the Enterprise sales strategy by proactively eliciting ideas, perspectives and experience across the diverse group of stakeholders, including sales managers to develop plans to grow the business.
• Monitor, track and report on the health of the sales pipeline and identify opportunities for improvement.
• Partner with senior leaders and stakeholder groups to operationalize strategy for change. Recommend and drive tactical plans to support changes. Create and deliver messages to inspire the team and partners about changes related to products.
• Collaborate with senior leadership to ensure alignment across regions and sales teams by facilitating strategic planning discussions, identifying new processes and creating efficiencies across the organization.
• Manage and oversee escalation processes to resolve conflicts. Develop and implement guidelines for quick, efficient and consistent decision making. Act as final escalation point for most decisions.
• Develop and coach managers on reporting team performance on standard metrics. Implement a data driven approach to prioritize resources and project support in response to meeting strategic objectives.
• Coach our sales people in their customer interactions, building their skills and capabilities to drive sales, using our internal sales processes and methodologies.
• Leverage in-depth knowledge of enterprise sales, industry knowledge and product expertise to help teams in removing roadblocks or complex prospective customer issues.
• Perform other related duties as assigned.

WHAT YOU'LL NEED:

• 8-10 years' experience, including 3-5 years as a successful individual contributor with quota in a B2B setting, working with clients from a variety of industries. Experiencewith Marketing, Communications and Social media is an asset.
• 2+ years as a sales leader of a successful team composed of individual contributors in a B2B Sales SAAS/Software or Technology setting, working with clients potentially in avariety of industries.
• Previous success leading and coaching a sales team. You love both winning as anindividual but place high value on helping those around you to achieve their goals.
• Business to Business Sales and Sales Leadership experience - working throughcomplex procurement environments and problem solving.
• Forecast process and proven accuracy managing multiple streams of information withease.
• Strong sense of what customers value and how to challenge thinking to help ourcustomers develop further their understanding of why Hootsuite should be a solutionthey consider.
• Negotiation: Successfully obtains commitment to a solution or idea, while maintainingintegrity and relationships.
• Contracts and Legal: You have a strong working knowledge and capability in theSoftware as a Service business.
• Collaboration and Teamwork: Works with others to deliver results, meaningfullycontributing to the team and prioritizing group needs over individual needs.
• Commitment to Results: Consistently achieves results, demonstrating highperformance, and challenging self and others to deliver results.
• Influence: Asserts own ideas and persuades others, gaining support and commitmentand mobilizing people to take action.
• Interpersonal Savvy: Relates openly and comfortably with diverse groups of people.
• Open Communication: Clearly conveys thoughts, both written and verbally, listeningattentively and asking questions for clarification and understanding.
• Perseverance: Pursues everything with energy, drive, and a need to finish—doesn'tgive up.
• Builds inclusive, cohesive teams which apply diversity to achieve common goals.
• Capably delivers results through others, is good at establishing clear direction, helpingothers achieve their best work.
• Identifies key issues and relationships relevant to achieving a long-range goal or vision;Builds an integrated plan for course of action to accomplish this vision.

WHO YOU ARE:

• 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.

*The range posted represents base salary only and does not include sales commission.

Canada Pay Range For This Role

$120,000 — $156,000 CAD

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.

Hootsuite designs 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.

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.

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