Large Enterprise Account Executive

About the role

Klaviyo is a public company with more than $1.5 billion in annual revenue. Enterprise is our fastest growing segment, where global brands are consolidating their marketing and customer data onto Klaviyo and spending over seven figures a year with us. We have expanded beyond retail into hospitality, media, healthcare, and business services.

You will go after some of the largest brands in the world, including Fortune 500 and Global 2000 companies, prospecting your way in and taking full responsibility for your pipeline target.

Most of these companies run separate tools for email, SMS, customer data, and service. We win by bringing it all onto one platform and getting the customer to results faster. Once they are live, you will keep growing the account and lead the renewal.

What you will do

• Prospect your own territory. Research every account, find a way in, and build relationships where Klaviyo has none today. BDR, marketing, and partner leads add to the pipeline you build.

• Be the CEO of your territory. Build a plan for every named account, create and prospect into a relationship map, and pull in solutions engineering, value management, partners, and marketing at the right time.

• Run business-value discovery. Find the real problem, put a number on it with the customer, and build a business case for the full platform that their finance team will support.

• Sell to the full buying committee. Get to the CMO, CFO, CIO or CDO. Build champions and test them.

• Win the competitive deals. Displace the incumbent, hold your price, and have a clear answer on why Klaviyo and why now.

• Close and forecast with discipline. Run the mutual action plan, security and legal review, and procurement. Forecast against what the customer has agreed to.

• Grow and renew. Expand into more products and teams, spot risk early, and negotiate renewals that make room for growth.

What you bring

• 10+ years in enterprise software sales, with 7+ years selling to C-level executives from a field sales position

• A proven hunter who has built pipeline from scratch through your own research and outreach, and closed new logos from it

• Experience selling into organizations above $1B in revenue

• A track record of closing annual contracts of $1M or more

• At or above quota in at least two of the last three years, on a multi-million dollar target

• Experience leading complex deals from start to finish, coordinating your internal team and the customer's decision makers

• Experience running several complex deals that can last between nine and eighteen months

• Multi-product platform selling, with more than one product sold into the same account

• A deep understanding of MEDDPICC and a value-based selling methodology, including building business cases

• Domain experience in MarTech, CDPs, customer engagement platforms, ecommerce, or an adjacent data platform

• Partner-led selling experience, and a record of winning competitive deals against existing platforms

• Experience growing existing accounts through expansion and renewal

• Strong executive presence, and fluency in CRM, forecasting, conversation intelligence, and AI tools

Klaviyo in APAC:

We are starting small but have big plans for Klaviyo in APAC. Our Sydney team began to take shape throughout 2022 and has now built out our go to market teams in sales, customer success, partnerships, marketing, recruiting and product support. As the team grows we will see a continued expansion of Klaviyo’s customer base and the building of a fantastic working culture in line with what we see elsewhere in Klaviyo but with its own local identity within our Sydney based team. This is your unique opportunity to join us at an very early stage and help to shape our future Klaviyo in APAC.

One of our values as a company is ‘always learning’ and you can feel that in APAC. People are looking to grow and develop and Klaviyo provides a great platform to do so. As we are still relatively early in our journey in APAC this means there is a lot of headroom to grow and develop within your role - we are looking for the leaders of the future. At Klaviyo generally managers are often promoted up into their roles and people are regularly being promoted or moving into new functional areas - it really is an education through experience here. 

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