Account Executive, Large Enterprise

Klaviyo•Boston, MA

11h•$128,000 - $192,000•Hybrid

About The Position

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.

Requirements

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

Responsibilities

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.