The opportunity
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.
What you'll do
Run full‑cycle sales, including discovery, ROI‑backed business cases,: tailored demos, and orchestrated evaluations through close, consistently applying a consultative approach over feature selling.
Build and manage a diverse pipeline with clear creation and coverage targets;: execute personalized outreach (e.g., Tier 1 strategies, effective sequences), follow up on inbound and partner-sourced leads, and align product releases to prospect interest to progress deals.
Develop and maintain territory/account plans with tiering, prioritized top: accounts, and documented account maps; maintain org charts and stakeholder alignment to accelerate access to economic buyers.
Multi-thread proactively across marketing, finance, IT, and executive: stakeholders; design and run workback/joint evaluation plans that incorporate all decision makers at the right times.
Quantify value by running ROI analyses based on discovery insights and: benchmarks; articulate the business case clearly and tailor assets (decks, case studies) to each persona.
Collaborate cross‑functionally (BDRs, Solution Architects, Customer Success,: Partnerships, Marketing/ABM, and leadership) with clear pre‑call prep, role clarity, and project‑managed work plans to advance opportunities.
What they're looking for
- Maintain pipeline rigor and forecasting hygiene in SFDC: accurate stages, dates, next steps, “why/why not,” forecast categories, and timely deal updates that roll up predictably to leadership.
- Negotiate strategically using business value, pricing/packaging fluency, and: trade‑based approaches; limit discounting to justified scenarios and time‑bound non‑standard offers with clear walk‑away points.
- Manage time intentionally (prospecting blocks, customer meetings, CRM admin,: enablement); drive continuous improvement through self‑development and Gong usage to raise deal quality and consistency.
- Represent and operate in alignment with company values, reinforcing trust and: long‑term partnership with prospects and customer
