Account Executive - Large Enterprise

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

Travel

This role requires approximately 30 to 40 percent travel for customer meetings, executive briefings, partner work, and industry events.

Equal Employment Opportunity and Diversity Statement

We are committed to equal employment opportunity in both principle and as a matter of policy. We will recruit, hire, train, promote, compensate and provide benefits to all applicants and employees without regard to ancestry, sex, race, color, ethnicity, national origin, gender, age, religion, religious creed, mental and/or physical disability, medical condition, military and/or veteran’s status, genetic information, marital status, sexual orientation, gender identity and/or expression, or any other basis protected by applicable federal, state and local laws. This policy applies to all recruiting, hiring, promotions, upgrades, layoffs, compensation, benefits, terminations and all other privileges, terms and conditions of employment. The firm complies fully with all federal, state and local equal employment opportunity laws.