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At Klaviyo, we value the unique backgrounds, experiences and perspectives each Klaviyo (we call ourselves Klaviyos) brings to our workplace each and every day. We believe everyone deserves a fair shot at success and appreciate the experiences each person brings beyond the traditional job requirements. If you’re a close but not exact match with the description, we hope you’ll still consider applying. Want to learn more about life at Klaviyo? Visit klaviyo.com/careers to see how we empower creators to own their own destiny.
The world's largest brands are consolidating their marketing, customer data, and service onto one platform, and more of them are choosing Klaviyo. That shift has made Enterprise our fastest growing segment, with our biggest customers spending well over seven figures a year and, this year, the largest deal in company history.
As a Large Enterprise Sales Manager, you'll lead 6 to 8 Account Executives who win new logos and grow our existing customers in the Western U.S. You'll bring out the best in each of them and turn those wins into a repeatable motion. Every deal your team lands is a household name the rest of the market notices.
We're looking for a leader who has built enterprise teams before and still loves being in the deal. In your first 90 days, you'll know the book and the top opportunities well enough to help in any of them. Twelve months in, you'll have delivered the year and grown average contract size through multi-product attachment.
What you'll do- Own the number and the forecast
- Deliver team bookings against quarterly and annual targets.
- Call a commit the company can rely on, built from rigorous inspection.
- Keep the pipeline full
- Protect the coverage your team needs to hit its numbers.
- Show AEs how to create territory plans, tier accounts, and map a buying group for every priority account.
- Raise the standard of AE-led [prospecting / expansion] and what it produces.
- Win the big deals
- Sharpen your AEs' discovery, qualification, executive engagement, value cases, and negotiation.
- Step in yourself where it matters most.
- Grow the team
- Hire continuously and get new AEs productive quickly.
- Run weekly 1:1s that invest in each seller's skills and career.
- Weave AI into how the team operates.
- Rally cross-functional partners
- Work with leaders across Klaviyo so your team never walks into a big meeting alone and has the support it needs.
- Carry field insight to Product and Enablement.
- Diagnose what's holding the team back, fix what you can, and escalate the rest early.
- 4+ years leading quota-carrying enterprise AEs in B2B SaaS
- Plus 8+ years of enterprise selling with a record of personal overachievement.
- Proven ability to teach MEDDPICC or an equivalent methodology.
- A history of recruiting and developing enterprise sellers who self-source pipeline and hit targets consistently.
- A track record of building strong tool habits across a team, with Salesforce, Gong, Clari, and AI part of the everyday workflow.
- Credibility with C-suite executives.
- Experience leading teams that sell more than one product into the same account.
- Nice to have: MarTech or ecommerce experience, ideally competing against Salesforce Marketing Cloud, Adobe, or Braze.
When we talk, be ready to walk us through a team you moved and a deal you personally changed. We'll go deep on both.
Travel
This role requires approximately 30 to 40 percent travel for customer meetings, executive briefings, partner work, and industry events.
Massachusetts Applicants:
It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.
Our salary range reflects the cost of labor across various U.S. geographic markets. The range displayed below reflects the minimum and maximum target salaries for the position across all our US locations. The base salary offered for this position is determined by several factors, including the applicant’s job-related skills, relevant experience, education or training, and work location.
In addition to base salary, our total compensation package may include participation in the company’s annual cash bonus plan, variable compensation (OTE) for sales and customer success roles, equity, sign-on payments, and a comprehensive range of health, welfare, and wellbeing benefits based on eligibility.
Your recruiter can provide more details about the specific salary/OTE range for your preferred location during the hiring process.
This role may require up to 10% travel for purposes such as new hire onboarding, client or partner work if applicable, team meetings, and industry events. Travel is coordinated in advance.
Get to Know Klaviyo
We’re Klaviyo (pronounced clay-vee-oh). We empower creators to own their destiny by making first-party data accessible and actionable like never before. We see limitless potential for the technology we’re developing to nurture personalized experiences in ecommerce and beyond. To reach our goals, we need our own crew of remarkable creators—ambitious and collaborative teammates who stay focused on our north star: delighting our customers. If you’re ready to do the best work of your career, where you’ll be welcomed as your whole self from day one and supported with generous benefits, we hope you’ll join us.
AI fluency at Klaviyo includes responsible use of AI (including privacy, security, bias awareness, and human-in-the-loop). We provide accommodations as needed.
By participating in Klaviyo’s interview process, you acknowledge that you have read, understood, and will adhere to our Guidelines for using AI in the Klaviyo interview Process. For more information about how we process your personal data, see our Job Applicant Privacy Notice.
Klaviyo is committed to a policy of equal opportunity and non-discrimination. We do not discriminate on the basis of race, ethnicity, citizenship, national origin, color, religion or religious creed, age, sex (including pregnancy), gender identity, sexual orientation, physical or mental disability, veteran or active military status, marital status, criminal record, genetics, retaliation, sexual harassment or any other characteristic protected by applicable law.
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