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Job Summary:
The Commercial AE CG partners closely with Customer Success and Renewals to drive customer cross‑sell and upsell across a broad base of SMB and entrepreneur segment customers, educating customers on Klaviyo’s portfolio and guiding them to maximize value, revenue impact, and long‑term relationships. This includes targeting ICPs for expand motions while managing a disciplined forecast and delivering consistent monthly and quarterly quota attainment.
Duties/Responsibilities:
- Work cross‑functionally (e.g., Customer Success, Renewals, Solution Architects, Partnerships, Marketing) to ensure a seamless customer experience and accelerate value realization.
- Engage existing customers to uncover needs, advise right‑fit solutions across the Klaviyo portfolio, and deliver tailored product demonstrations that showcase value and outcomes rather than features alone.
- Identify and prioritize ICPs for expansion opportunities within our whole product portfolio to grow Klaviyo’s footprint in existing accounts.
- Build and manage pipeline within the book of business; apply a documented account planning approach (tiering, top‑account focus) and maintain org maps to reach economic buyers and advance multi‑threaded evaluations.
- Apply consultative selling and ROI‑backed business cases using core e‑commerce/SMB metrics; tailor assets (decks, case studies) and demos to discovery insights to drive executive alignment and decision quality.
- Maintain rigorous SFDC hygiene and forecasting, including accurate stages, dates, next steps, and “why/why not,” with timely updates that support predictable roll‑ups to leadership.
- Negotiate strategically using value‑led, trade‑based approaches aligned to pricing/packaging guardrails; limit discounting to justified, time‑bound scenarios with clear business rationale.
- Consistently achieve monthly and quarterly quota expectations while balancing prospecting, customer meetings, CRM administration, and enablement/self‑development blocks.
- Perform other related duties as assigned.
Required Skills/Abilities:
- Excellent customer service, business development, and sales acumen; delivers a differentiated, consultative experience centered on customer outcomes and values.
- Clear and concise communication and presentation; active listening and persona‑specific messaging for both functional and executive audiences.
- Consultative selling and discovery depth; ability to translate business objectives into ROI‑justified use cases and tailored demos aligned to the business case.
- Analytical mindset with the ability to run ROI analyses, interpret funnel/forecast signals, and apply core e‑commerce/SMB metrics to quantify impact.
- Multi‑threading and executive engagement to build consensus across stakeholders, including champions and economic buyers, supported by structured workback/joint evaluation plans.
- Strategic territory/account planning with tiering, top‑account prioritization, and competitive plays grounded in research and account mapping.
- Pipeline creation excellence within an existing customer base, with timely follow‑up on inbound/CS/partner signals and orchestration of campaigns, ABM events, and partner collaborations.
- Negotiation discipline and fluency in pricing/packaging; uses commercial levers to close without unnecessary discounts and aligns terms to business outcomes.
- Collaborative selling and cross‑functional quarterbacking across BDRs, SAs, CS, Partnerships, Marketing/ABM, and leadership with clear pre‑call prep and role clarity.
- Tools proficiency: Salesforce, Outreach, LinkedIn Sales Navigator, Apollo, and Gong, with strong SFDC hygiene for forecasting and deal strategy.
- Growth mindset; actively seeks feedback, invests in enablement, and shares best practices to raise team performance in a high‑paced environment.
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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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.