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About the Role
Klaviyo is a public company with over $1.5 billion in annual revenue, experiencing rapid growth in its Enterprise segment. Global brands are consolidating their marketing and customer data onto Klaviyo, with annual spending exceeding seven figures. The company is expanding beyond retail into hospitality, media, healthcare, and business services. This role will target the world's largest brands, including Fortune 500 and Global 2000 companies, taking full responsibility for pipeline targets. The primary objective is to consolidate disparate marketing tools onto the Klaviyo platform, accelerating customer results, and subsequently growing accounts and leading renewals.
Responsibilities
- Prospect your own territory, researching accounts, finding entry points, and building relationships where Klaviyo has no current presence.
- Build pipeline through BDR, marketing, and partner-generated leads.
- Act as the CEO of your territory by developing a plan for each named account.
- Create and prospect into a relationship map for each account.
- Engage solutions engineering, value management, partners, and marketing at appropriate times.
- Conduct business-value discovery to identify core problems and quantify their impact with the customer.
- Build a business case for the full platform that aligns with customer finance requirements.
- Engage with the full buying committee, including C-level executives (CMO, CFO, CIO, CDO).
- Develop and test champions within target organizations.
- Win competitive deals by displacing incumbents, maintaining pricing integrity, and articulating Klaviyo's value proposition.
- Manage deals through closing, including mutual action plans, security and legal reviews, and procurement.
- Forecast accurately based on customer agreements.
- Grow existing accounts by expanding product adoption and team usage.
- Identify and mitigate renewal risks.
- Negotiate renewals to accommodate future growth.
Requirements
- 10+ years in enterprise software sales.
- 7+ years selling to C-level executives from a field sales position.
- Proven ability to build pipeline from scratch through independent research and outreach.
- Experience closing new logos.
- Experience selling into organizations with over $1B in revenue.
- Track record of closing annual contracts of $1M or more.
- Achieved at or above quota in at least two of the last three years, with a multi-million dollar target.
- Experience managing complex deals from inception to completion.
- Ability to coordinate internal teams and customer decision-makers.
- Experience managing multiple complex deals concurrently, with durations of nine to eighteen months.
- Experience with multi-product platform selling, selling multiple products into the same account.
- Deep understanding of MEDDPICC and value-based selling methodologies, including business case development.
- Domain experience in MarTech, CDPs, customer engagement platforms, ecommerce, or adjacent data platforms.
- Partner-led selling experience.
- Record of winning competitive deals against existing platforms.
- Experience growing existing accounts through expansion and renewal.
- Strong executive presence.
- Fluency in CRM, forecasting, conversation intelligence, and AI tools.
Skills
- Enterprise Software Sales
- C-Level Engagement
- Pipeline Generation
- New Logo Acquisition
- Complex Deal Management
- Multi-Product Platform Sales
- MEDDPICC
- Value-Based Selling
- Business Case Development
- MarTech
- CDPs
- Customer Engagement Platforms
- Ecommerce
- Data Platforms
- Partner-Led Selling
- Competitive Deal Closing
- Account Growth
- Renewal Negotiation
- Executive Presence
- CRM Proficiency
- Forecasting
- Conversation Intelligence
- AI Tools
Location
- Sydney
Work Type
- Full-time
- Hybrid
Experience Level
- Senior
- 10+ years
Salary/Compensations
- $168,000—$252,000 AUD
Benefits
- Annual cash bonus plan
- Variable compensation (OTE) for sales and customer success roles
- Equity
- Sign-on payments
- Comprehensive health, welfare, and wellbeing benefits
About the Company
- Klaviyo empowers creators to own their destiny by making first-party data accessible and actionable.
- We see limitless potential for our technology to nurture personalized experiences in ecommerce and beyond.
- We are building a crew of remarkable creators—ambitious and collaborative teammates focused on delighting customers.
- Klaviyo is committed to fostering a workplace where employees are welcomed as their whole selves and supported with generous benefits.
- AI fluency at Klaviyo includes responsible use of AI, encompassing privacy, security, bias awareness, and human-in-the-loop considerations.
- Klaviyo in APAC is starting small with significant expansion plans, building out go-to-market teams in sales, customer success, partnerships, marketing, recruiting, and product support.
- The Sydney team aims to build a fantastic working culture aligned with global Klaviyo standards while developing a local identity.
- This role offers a unique opportunity to join at an early stage and shape the future of Klaviyo in APAC.
- Klaviyo values 'always learning,' providing opportunities for growth and development.
- There is significant headroom for career advancement within the APAC region, with a focus on developing future leaders.
- Managers are often promoted into their roles, and individuals frequently move into new functional areas, offering an 'education through experience'.
Equal Opportunity
- 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.