Manager, Enterprise Sales

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 a quota in a B2B setting, working with clients from a variety of industries. Experience with 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 a variety of industries.
• Previous success leading and coaching a sales team. You love both winning as an individual but place high value on helping those around you to achieve their goals.
• Business to Business Sales and Sales Leadership experience - working through complex procurement environments and problem solving.
• Forecast process and proven accuracy managing multiple streams of information with ease.
• Strong sense of what customers value and how to challenge thinking to help our customers develop further their understanding of why Hootsuite should be a solution they consider.
• Negotiation: Successfully obtains commitment to a solution or idea, while maintaining integrity and relationships.
• Contracts and Legal: You have a strong working knowledge and capability in the Software as a Service business.
• Collaboration and Teamwork: Works with others to deliver results, meaningfully contributing to the team and prioritizing group needs over individual needs.
• 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.
• Interpersonal Savvy: Relates openly and comfortably with diverse groups of people.
• Open Communication: Clearly conveys thoughts, both written and verbally, listening attentively and asking questions for clarification and understanding.
• Perseverance: Pursues everything with energy, drive, and a need to finish—doesn’t give up.
• Builds inclusive, cohesive teams which apply diversity to achieve common goals.
• Capably delivers results through others, is good at establishing clear direction, helping others 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.