Large Enterprise Sales Manager

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.

About the role

The world's largest brands are consolidating their marketing, customer data, and service onto one platform, and more of them are choosing Klaviyo. That shift has made Enterprise our fastest growing segment, with our biggest customers spending well over seven figures a year and, this year, the largest deal in company history.

As a Large Enterprise Sales Manager, you'll lead 6 to 8 Account Executives who win new logos and grow our existing customers in the Western U.S. You'll bring out the best in each of them and turn those wins into a repeatable motion. Every deal your team lands is a household name the rest of the market notices.

We're looking for a leader who has built enterprise teams before and still loves being in the deal. In your first 90 days, you'll know the book and the top opportunities well enough to help in any of them. Twelve months in, you'll have delivered the year and grown average contract size through multi-product attachment.

What you'll do

1. Own the number and the forecast

• Deliver team bookings against quarterly and annual targets.


• Call a commit the company can rely on, built from rigorous inspection.

1. Keep the pipeline full

• Protect the coverage your team needs to hit its numbers.


• Show AEs how to create territory plans, tier accounts, and map a buying group for every priority account.


• Raise the standard of AE-led [prospecting / expansion] and what it produces.

1. Win the big deals

• Sharpen your AEs' discovery, qualification, executive engagement, value cases, and negotiation.


• Step in yourself where it matters most.

1. Grow the team

• Hire continuously and get new AEs productive quickly.


• Run weekly 1:1s that invest in each seller's skills and career.


• Weave AI into how the team operates.

1. Rally cross-functional partners

• Work with leaders across Klaviyo so your team never walks into a big meeting alone and has the support it needs.


• Carry field insight to Product and Enablement.


• Diagnose what's holding the team back, fix what you can, and escalate the rest early.

What you bring

• 4+ years leading quota-carrying enterprise AEs in B2B SaaS


• Plus 8+ years of enterprise selling with a record of personal overachievement.


• Proven ability to teach MEDDPICC or an equivalent methodology.


• A history of recruiting and developing enterprise sellers who self-source pipeline and hit targets consistently.


• A track record of building strong tool habits across a team, with Salesforce, Gong, Clari, and AI part of the everyday workflow.


• Credibility with C-suite executives.


• Experience leading teams that sell more than one product into the same account.


• Nice to have: MarTech or ecommerce experience, ideally competing against Salesforce Marketing Cloud, Adobe, or Braze.

When we talk, be ready to walk us through a team you moved and a deal you personally changed. We'll go deep on both.

Travel

This role requires approximately 30 to 40 percent travel for customer meetings, executive briefings, partner work, and industry events.