Account Executive, Large Enterprise

Rozgoo; Boston (MA); On-site; USD 180,000 - 320,000; Full time

Job summary

Klaviyo is seeking an accomplished Enterprise Software Sales leader to own strategic accounts among Fortune 500 and Global 2000 brands. You will prospect your territory, build a robust pipeline from scratch, and close seven-figure annual contracts while coordinating with sales, CS, engineering, and partners to deliver value.

You bring 10+ years in enterprise software sales, a proven hunter mindset, and a track record of meeting or exceeding quota.

Qualifications

• 10+ years in enterprise software sales with high-value deals.
• Hunter profile with pipeline built from scratch and new logos.
• Experience selling to organizations above $1B in revenue.
• Track record of closing annual contracts of $1M or more.
• At or above quota in multiple recent years on large targets.

Responsibilities

• Prospect your own territory and build relationships where Klaviyo has none today.
• Be the CEO of your territory: plan for named accounts and coordinate with cross-functional teams.
• Run business-value discovery, quantify the problem, and build a business case.
• Sell to the full buying committee including CMO, CFO, CIO or CDO.
• Win competitive deals with clear rationale for Klaviyo.
• Close and forecast with discipline using mutual action plans and approvals.
• Grow and renew by expanding into more products and teams.

Skills

Enterprise software sales

C-level engagement

Pipeline development

Quota attainment

Cross-functional collaboration

Forecasting & CRM

Tools

CRM

Forecasting tools

Job description

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/careersto 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, con