Account Executive, Large Enterprise

Klaviyo; Salt Lake City (UT); On-site; USD 128,000 - 192,000; Full time

Benefits offered by this job

Health benefits

Equity

Sign-on bonus

Wellbeing programs

Job summary

Klaviyo seeks an experienced enterprise software sales leader to own and grow strategic accounts in our US market. You will prospect, map accounts, and drive full-cycle deals from initial outreach to closing, working with cross-functional teams to articulate business value to executives.

You will target Fortune 500/Global 2000 brands, manage multi-year negotiations, and navigate complex buying committees, with 30–40% travel expected.

Qualifications

• 10+ years in enterprise software sales, with 7+ years selling to C-level executives from a field sales position.
• Hunter mentality with pipeline from scratch and closing new logos.
• Experience selling into organizations above $1B in revenue.
• Track record of closing annual contracts of $1M or more.
• At least two of the last three years with quota attainment on multi-million dollar targets.
• Experience leading complex deals from start to finish with internal teams and customer decision makers.
• Experience managing multi-month deals (9–18 months).
• Multi-product platform selling into same account.
• Deep understanding of MEDDPICC and value-based selling, including business-case building.
• Domain experience in MarTech, CDPs, customer engagement platforms, ecommerce, or adjacent data platforms.
• Partner-led selling experience and success in competitive deals.

Responsibilities

• Prospect and own territory, building pipeline and managing the full cycle with cross-functional teams.
• Lead account planning, relationship mapping, and coordination with solutions engineering and marketing.
• Conduct business-value discovery and build a business case for Klaviyo’s platform.
• Navigate to C-suite and secure sponsorship across the buying committee.
• Displace incumbents, justify value, and win competitive deals.
• Close and forecast with discipline, including mutual action plans and procurement reviews.
• Grow and renew by expanding into more products and teams.

Skills

Enterprise software sales

New logo hunting

C-level selling

Quota attainment

Multi-product selling

MEDDPICC/value-based selling

Executive presence

CRM/Forecasting

AI tools usage

Tools

CRM systems

Forecasting tools

Conversation intelligence

AI 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.

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.

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.

Base Pay Range For US Locations

$128,000 - $192,000 USD

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.