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.
Job Summary:
Commercial AE’s are product experts who run the full sales cycle—from qualification and tailored discovery to demo, evaluation management, and driving the buying process through close—with minimal support. They own a portfolio, manage a high‑velocity pipeline, and balance transactional motions with increasingly strategic, multi-threaded engagements across stakeholders to deliver measurable business impact and predictable results.
Supervisory Responsibilities:
- None.
Duties/Responsibilities:
- Run full‑cycle sales, including discovery, ROI‑backed business cases, tailored demos, and orchestrated evaluations through close, consistently applying a consultative approach over feature selling.
- Build and manage a diverse pipeline with clear creation and coverage targets; execute personalized outreach (e.g., Tier 1 strategies, effective sequences), follow up on inbound and partner-sourced leads, and align product releases to prospect interest to progress deals.
- Develop and maintain territory/account plans with tiering, prioritized top accounts, and documented account maps; maintain org charts and stakeholder alignment to accelerate access to economic buyers.
- Multi-thread proactively across marketing, finance, IT, and executive stakeholders; design and run workback/joint evaluation plans that incorporate all decision makers at the right times.
- Quantify value by running ROI analyses based on discovery insights and benchmarks; articulate the business case clearly and tailor assets (decks, case studies) to each persona.
- Collaborate cross‑functionally (BDRs, Solution Architects, Customer Success, Partnerships, Marketing/ABM, and leadership) with clear pre‑call prep, role clarity, and project‑managed work plans to advance opportunities.
- Maintain pipeline rigor and forecasting hygiene in SFDC: accurate stages, dates, next steps, “why/why not,” forecast categories, and timely deal updates that roll up predictably to leadership.
- Negotiate strategically using business value, pricing/packaging fluency, and trade‑based approaches; limit discounting to justified scenarios and time‑bound non‑standard offers with clear walk‑away points.
- Manage time intentionally (prospecting blocks, customer meetings, CRM admin, enablement); drive continuous improvement through self‑development and Gong usage to raise deal quality and consistency.
- Represent and operate in alignment with company values, reinforcing trust and long‑term partnership with prospects and customer
- Perform other related duties as assigned.
Required Skills/Abilities:
- Excellent verbal and written communication; active listening; ability to present to larger internal and external groups with confidence and tailor tone and content to the audience.
- Consultative selling with strong discovery; ability to translate business objectives into ROI‑justified use cases and demos tailored to discovery, not generic walkthroughs.
- Analytical mindset; ability to calculate ROI, interpret funnel and forecast signals, and apply core e‑commerce/SMB metrics to build compelling business cases.
- Proactive multi‑threading and executive engagement; persona‑specific messaging and sequencing to build consensus across stakeholders, including economic buyers and sponsors.
- Strategic territory and account planning; tiering, top‑account prioritization, and competitive plays supported by account research and mapping.
- Pipeline creation excellence; consistent outbound generation, coverage management, timely lead follow‑up, and orchestration of marketing/partner programs and events.
- Negotiation mastery; fluency in pricing and packaging, disciplined use of commercial levers, and trade‑based approaches that protect value while driving timely closes.
- Collaborative selling; ability to quarterback cross‑functional teams (BDR, SA, CS, Partnerships, Marketing/ABM, Leadership) with clear roles and workback plans.
- Tools proficiency: Salesforce, Outreach, LinkedIn Sales Navigator, Apollo, and Gong; strong SFDC hygiene and usage for forecasting and deal strategy.
- Growth mindset; openness to feedback, enablement participation, sharing best practices, and mentoring peers to lift team performance.
Education and Experience:
- 1+ years of Business Development experience with strong performance, 1+ years of Account Executive/closing experience in a sales role preferred
- Experience within SaaS/MarTech, a plus
- A Bachelor’s degree or above, a plus.
Physical Requirements:
- Prolonged periods of sitting at a desk and working on a computer.
Please note that job responsibilities may change from time to time. Your team lead will be the most up to date source for job expectations.
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We use Covey as part of our hiring and / or promotional process. For jobs or candidates in NYC, certain features may qualify it as an AEDT. As part of the evaluation process we provide Covey with job requirements and candidate submitted applications. We began using Covey Scout for Inbound on April 3, 2025.
Please see the independent bias audit report covering our use of Covey here
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.
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.
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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.