Principal Partner Manager II

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. Klaviyo is seeking a strategic and ecosystem-minded Partner Manager to grow and develop our network of tech and platform partners in hotel; and other hospitality verticals. You are a sales first minded individual with a fluency in Product. You’ll own relationships with leading PMS and Wellness platforms such as Mews, Oracle Opera, Mindbody, and more. Ensure integrations deliver seamless functionality and clear customer value. As part of the Global Technology Partnerships organization, this role bridges tech relationship management, GTM execution, and vertical strategy. You will work with a dedicated team: partner marketing, hospitality BDRs, and R&D partners on integrations. Your focus is the plan, the relationships and the proof points that make that team effective. Core Responsibilities 1. Strategic Partner Management • Lead management, enablement, and expansion of tech partners serving hotels and travel, with one accountable owner per partner • Build joint strategic plans with top partners focused on integration adoption, co-marketing, product enhancements, and sales enablement. • Manage relationships with executive, product and customer success contacts at partner organizations to align on mutual revenue goals. 2. Integration & Product Alignment • Partner with Klaviyo’s or Partner’s R&D teams to enhance tech integrations from ideation through deployment. • Ground every integration priority in customer pain: advocate for improved APIs, workflows, and data sync capabilities only where they solve a problem hotel customers have told us about or that limits adoption. • Ensure integrations meet performance, scalability, and user experience standards that customers can see and feel, including consent and data-sync behavior. • Maintain a clear view of integration coverage gaps, and prioritize tech targets that unlock customer growth opportunities. 3. Go-To-Market Strategy • Collaborate with Partner Marketing, Regional Sales and BDRs to launch joint GTM campaigns, sales enablement materials, and co-selling initiatives that drive pipeline, integration adoption, and new ARR for these integrations. • Equip BDRs, AEs and CSMs with partner-aligned collateral, target lists, and use cases that demonstrate hotel-specific value, and enable them on partner positioning and ideal customer profiles. • Create repeatable frameworks for co-selling and co-servicing within the hospitality ecosystem, including partner customer and CSM introductions. • Track key partner KPIs such as pipeline, integration adoption, co-sell impact, and customer outcomes. Using Salesforce and product data to focus effort on the highest-performing partnerships. Key Qualifications • 5+ years in technology partnerships or sales within SaaS, ideally focused on Hospitality • Proven track record in building, scaling, and monetizing partner ecosystems. • Strong technical literacy across API-based integrations, data interoperability, and CRM data (Salesforce). • Excellent relationship management and stakeholder communication skills, from technical to executive levels. • Strategic, highly cross-functional builder with a bias toward action, who translates partner collaboration into measurable business outcomes. 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: $164,000—$246,000 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 participating in Klaviyo’s interview process, you acknowledge that you have read, understood, and w