We’re looking for an experienced Director to lead the sales expansion strategy and drive revenue growth in a portfolio of existing Hootsuite customers. Reporting to the VP of Customer & Expansion, N.A., you will lead a team of senior sales reps responsible for driving business value and impact in a range of exciting industries. You will have responsibility for building and nurturing relationships with a diverse group of internal and external stakeholders, including customers, employees and leaders of Hootsuite across sales, customer success, marketing, and product. You will mentor, coach and develop a team of experienced account managers, fostering a sales environment of winning together through investing in our people and inspiring our customers.

WHAT YOU’LL DO:

• Provide leadership and guidance in driving the attainment of both individual and team sales quotas / revenue targets. Responsible for setting targets, forecasting revenue, achieving sustainable growth and recommending strategies to mitigate business risks impacting success in sales opportunities.
• Develop and oversee the execution of the regional renewal and expansion sales strategy, prioritization, and go to market decisions to successfully grow our existing business; act as a trusted and respected member of the sales leadership team.
• Develop short and long-term organizational capability and resource plans. Hire, develop, coach and manage a high performing sales team that achieves or exceeds their goals.
• Establish strong client relationships with deep understanding of customers’ needs in order to provide value and exceed the growth targets of our business.
• Create a vibrant, inclusive culture of continuous learning and collaboration that inspires people to do their best work. Develop and advocate for regional OKR inputs and results.
• Develop and nurture key customer relationships, focusing on customer outcomes and market expansion; influence senior-level relationships within the customer base.
• Establish and implement an escalation framework and guidelines to resolve localized issues. Actively engage in providing innovative solutions to complex problems that require leadership attention.
• Develop strong cross-functional relationships with other senior leaders, ensuring a coordinated approach to developing & supporting a growing renewal and expansion business and overachievement of pipeline targets; partner with Ecosystem and Partner team on strategies in local markets to source and expand our growth initiatives.
• Lead and direct the regional implementation and adoption of the chosen sales methodology “Value Selling” ensuring this underpins both our customer engagement strategy and forecast methodology.
• Partner with diverse internal teams (Marketing, Customer, Product, etc.) to leverage expertise and insights in building future business initiatives and innovation pipelines, optimize the customer experience and drive successful attainment of new business growth targets in the region.
• Collaborate with Marketing teams on the regional planning and execution of marketing campaigns and initiatives that will enhance sales pipeline generation.

WHAT YOU’LL NEED:

• 15+ years of experience, preferably in a high-growth and fast-paced environment including progressive sales leadership experience.
• Proven understanding and experience implementing sales methodologies.
• Experience building strategic territory plans with detailed execution strategies to enable success and achieve targets.
• Ability to accurately forecast revenue pipeline as well as leading complex sales cycles and cross functional teams.
• Strong business acumen and experience with multiple customer industries and lines of business.
• 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.
• Customer Focus: Demonstrates a desire to proactively help and serve internal/external customers to meet their needs.
• Decision Making: Consistently chooses the best course of action (from a number of alternatives) to address business problems and/or opportunities.
• Open Communication: Clearly conveys thoughts, both written and verbally, listening attentively and asking questions for clarification and understanding.
• Influence: Asserts own ideas and persuades others, gaining support and commitment and mobilizing people to take action.
• Builds inclusive, cohesive teams which apply diversity to achieve common goals.
• Capably delivers results through others, demonstrated ability to establish clear direction and help others produce their best work.
• Identifies key issues and relationships relevant to achieving a long-range goal or vision. Build an integrated plan for course of action to accomplish this vision.
• Challenges and supports others to create results but also develops new capabilities and expands the capacity of individuals on the team.

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.