Senior Account Executive, Enterprise Sales

Role overview

Hootsuite is hiring a Senior Account Executive to win new enterprise business across its key industry segments. This position is a full sales-cycle role that focuses on building pipeline, driving outbound prospecting, guiding prospects through complex evaluations, and closing deals with larger customers.

This is a hybrid opportunity and candidates must be within commuting distance of the Vancouver or Toronto office. The role reports to the Manager, Enterprise Sales.

Key responsibilities

• Win new enterprise clients in priority industries and consistently work toward or beyond individual quota.
• Create and execute a vertical-specific growth plan that builds fresh pipeline and uncovers new opportunities.
• Own quarterly targets, forecast pipeline and revenue accurately, and keep deal progress well tracked.
• Manage long sales cycles from value discovery through negotiation and final close.
• Present solutions to senior leaders and executive stakeholders, connecting business priorities to clear outcomes.
• Handle global, multi-stakeholder evaluations across different regions and departments.
• Stay current on market trends and use industry knowledge to build trust with prospects.
• Act as a subject matter expert in social media management and recommend the right mix of products to address customer challenges.
• Complete RFIs, RFPs, security and privacy reviews, and support proposal and credit review steps.
• Educate prospects on the role social media plays in corporate strategy through presentations, demos, and supported trials.
• Coordinate with pre-sales, post-sales, and senior internal teams to remove blockers and protect customer outcomes.
• Maintain accurate records in Salesforce, Sales Navigator, and 6Sense.
• Develop expansion and cross-sell strategies for existing accounts when regional needs require it.
• Hand off new customers to the customer team after close to support a smooth transition and onboarding.
• Travel to meet prospects and deliver presentations or workshops as needed.
• Share deal insights, objections, and account strategies with peers and contribute to team learning.
• Carry out other related duties as assigned.

Requirements

• Senior-level B2B sales background, including at least 2 years selling to enterprise accounts.
• Experience in software sales is an advantage, and social listening experience is also beneficial.
• Strong record of meeting or exceeding quota targets.
• Ability to sell around business value and return on investment rather than feature-led messaging.
• Strategic deal-planning skills with the ability to build and execute territory or account plans.
• Demonstrated success with outbound prospecting and generating self-sourced pipeline.
• Comfort with cold outreach and proactive outbound campaigns.
• Strong communication skills, both written and verbal, with active listening and clarification habits.
• Results-driven mindset with persistence and accountability.
• Ability to build trust, influence stakeholders, and negotiate effectively while protecting relationships.
• Customer-first approach and a willingness to support both internal and external clients.
• Resilient, collaborative, curious, and able to work through change with a calm, thoughtful approach.

What the company values

• Problem-solving and initiative.
• Continuous learning and a growth mindset.
• Adaptability in changing situations.
• Cross-functional collaboration.
• Healthy challenge and thoughtful questioning.
• Clear, inclusive, proactive communication.
• Big-picture thinking aligned to business goals.
• Ownership and reliability.
• Helping the team raise its performance.

Compensation and additional information

The base salary range for this role in Canada is CAD 110,000 to CAD 130,000. The position is also eligible for the company’s Sales Compensation Program, with more details shared during the interview process.

Accommodation will be provided upon request during the hiring process. This is an active opening. The company also notes that it uses AI tools to support recruitment activities such as screening, assessment, and interview feedback summarization, while final hiring decisions remain with human reviewers.

Guiding principles

The organization emphasizes six guiding principles: Step Up, One Team, Customer Obsessed, Go Fast, Be Agile, Play to Win, and Neighbours & Allies.