Director, Large Enterprise Sales

Klaviyo; Boston (MA); On-site; USD 184,000 - 276,000; Full time

Job summary

Klaviyo is hiring a Director of Large Enterprise Sales for the Americas to lead a team selling to $500M+ revenue accounts, with a focus on land and expand in the upmarket segment. You will hire, coach, and hold leaders accountable while forecasting with senior leadership.

Reporting to the VP, Americas Sales, you’ll drive sales development, collaborate with cross-functional teams, and refine enterprise playbooks as we go upmarket.

Qualifications

• 6+ years of sales management experience, with 3+ years leading enterprise/named account teams.
• Proven track record landing and expanding large enterprise accounts.
• Experience handling complex deals requiring legal, ROI, and security considerations.
• Strong collaboration, coaching skills and a strategic, data-driven mindset.
• SaaS sales experience with MEDDICC or similar methodologies.
• Comfort using AI tools to improve processes and outcomes.

Responsibilities

• Partner with Account Executives on complex deals and navigate negotiations.
• Work cross-functionally with CS, onboarding, marketing, and product for upmarket growth.
• Coordinate resources across prospecting and sales cycles to build pipeline.
• Deliver presentations to C-level buyers in person and online.
• Maintain Salesforce hygiene and accurate opportunity forecasting.
• Identify trends and iterate enterprise playbooks for upmarket growth.
• Inspire and coach AE managers and AEs to realize potential.
• Apply AI tools to accelerate exploration and reallocate time to high-impact work.

Skills

Sales management

Enterprise SaaS

Leadership

MEDDICC

AI fluency

Tools

Salesforce

Job description

At Klaviyo, we value the unique backgrounds, experiences and perspectives each 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.

As Director of Large Enterprise Sales for the Americas, you will be responsible for hiring, training, coaching, and leading a team of front-line leaders and account executives that work territories of customers with a $500M+ revenue band. This team's primary objective is to land and expand a portfolio of key strategic accounts in the upmarket segment. Reporting to our VP, Americas Sales, this director will drive sales development, hold direct reports accountable to their KPIs, effectively operate in a fast-paced and rapidly changing environment, and provide Senior Sales Leadership with accurate forecasts and any notable updates or learnings from the field.

What You'll Do

• Partner with Account Executives on complex deals to navigate any customer negotiations and assist in identifying and navigating any internal approvals and processes via a consultative and value-driven sales process
• Work cross functionally with CS leadership, onboarding, marketing and product to continue a proactive approach to our upmarket growth strategy
• Collaborate cross functionally to coordinate resources throughout prospecting and sales cycles (i.e., building pipeline via partnerships and business development)
• Deliver presentations to a wide audience of potential buyers including C-level executives and executive sponsors, both via in-person and virtual environments
• Maintain accurate Salesforce hygiene and opportunity forecasting
• Work strategically with senior sales and cross-functional leadership to identify trends, challenges, and areas of opportunity to reiterate our enterprise playbooks as we continue to go upmarket
• Have a knack for building high performing teams and corresponding culture to instill team engagement, collaboration, and satisfaction
• Apply AI fluency to streamline work, reallocate saved time and reinvest into more meaningful, high-impact areas

How You'll Make an Impact

Team

• We are a great place to work, and our leaders set the tone. You will need to ensure team morale remains high, people feel energized by their work, and we maintain a high standard for performance.
• Regular tactical and developmental 1:1’s with your team
• Setting both quantitative and qualitative goals and targets for the team to both hit business goals as well as support career development within the team.
• Klaviyos delivers work that is deemed ‘remarkable’ by our peers, our customers, and the market. You will focus on the quality of work, then learn how to do it faster, frugally, and more efficiently but never compromising on the quality.

Leadership

• Working closely with the sales leadership team you will provide thought leadership and strategic direction on our Mid-Market segment within AMER
• Working cross functionally you will collaborate radically across all functions but particularly ops and enablement, marketing, partnerships and success both here in AMER and in the US
• Inspire and coach AE Managers and AEs, alike, to fulfill their potential and serve as the foundation for future generations of Klaviyos

Operationally

• Be able to understand and compile data, using it to support your strategic direction for the team. Data will be both external in the market and internal tracking team activity and impact. You will be able to clearly and concisely communicate key trends in data to your peers and key stakeholders
• Work to assess and introduce new tools and processes into the workflow and manage the change to ensure success

Customers

• Klaviyos start with the customer and work backward. With this in mind you will put the customer first when thinking about the strategies being put in place for the team.

Who You Are

• 6+ years of sales management experience with at least 3+ years managing an enterprise or named account team, experience at a hyper-growth SaaS company preferred and MarTech a plus
• 2+ years leading front-line sales managers
• Proven track record of both landing and expanding large enterprise and/or named accounts with a dedication to delivering results that exceed sales targets
• Experience driving sales opportunities that have a high level of complexity requiring legal modifications, RFP and ROI reports, security assessments, and workback plans
• A collaborative, critical thinker with a natural sense of curiosity, ambition, and a strong team-oriented approach
• Proficient in conducting one-on-one meetings, team gatherings, and maintaining a consistent rhythm of communication with the team
• Passionate about fostering sales acumen development both at the rep and front-line leadership levels
• Confident and open to engaging in constructive discussions
• Exhibits strong coaching and leadership qualities
• A deep understanding of SaaS and sales economics
• Familiarity with MEDDICC or other similar sales methodologies
• Capable of thriving in a fast-paced and occasionally stressful environment
• You use AI tools to accelerate exploration, shorten iteration cycles, and bring sharper ideas to the table

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: $184,000 — $276,000 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 will adhere to our Guidelines for using AI in the Klaviyo interview Process. For more information about how we process your personal data, see our Job Applicant Privacy Notice.

Klaviyo is committed to a policy of equal opportunity and non-discrimination. We do not discriminate on the basis of race, ethnicity, citizenship, national origin, color, religion or religious creed, age, sex (including pregnancy), gender identity, sexual orientation, physical or mental disability, veteran or active military status, marital status, criminal record, genetics, retaliation, sexual harassment or any other characteristic protected by applicable law.

You can find our Job Applicant Privacy Notice here and here (FR).