Director, Large Enterprise Sales

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.

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