Account Executive, Large Enterprise

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. 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. 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. Base Pay Range For US Locations: $128,000—$192,000 USD 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 participatin