Account Executive, Large Enterprise

<div class="content-intro"><p><em>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 <a class="_ymio1r31 _ypr0glyw _zcxs1o36 _mizu194a _1ah3dkaa _ra3xnqa1 _128mdkaa _1cvmnqa1 _4davt94y _4bfu18uv _1hms8stv _ajmmnqa1 _vchhusvi _kqswh2mm _ect4ttxp _syaz13af _1a3b18uv _4fpr8stv _5goinqa1 _f8pj13af _9oik18uv _1bnxglyw _jf4cnqa1 _30l313af _1nrm18uv _c2waglyw _1iohnqa1 _9h8h12zz _10531ra0 _1ien1ra0 _n0fx1ra0 _1vhv17z1" href="http://klaviyo.com/careers" data-renderer-mark="true">klaviyo.com/careers</a>&nbsp;to see how we empower creators to own their own destiny.</em></p></div><p><strong>About the role</strong></p> <p>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.</p> <p>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.</p> <p>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.</p> <p><strong>What you will do</strong></p> <ul> <li><strong>Prospect your own territory.</strong> 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.</li> <li><strong>Be the CEO of your territory.</strong> 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.</li> <li><strong>Run business-value discovery.</strong> 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.</li> <li><strong>Sell to the full buying committee.</strong> Get to the CMO, CFO, CIO or CDO. Build champions and test them.</li> <li><strong>Win the competitive deals.</strong> Displace the incumbent, hold your price, and have a clear answer on why Klaviyo and why now.</li> <li><strong>Close and forecast with discipline.</strong> Run the mutual action plan, security and legal review, and procurement. Forecast against what the customer has agreed to.</li> <li><strong>Grow and renew.</strong> Expand into more products and teams, spot risk early, and negotiate renewals that make room for growth.</li> </ul> <p><strong>What you bring</strong></p> <ul> <li>10+ years in enterprise software sales, with 7+ years selling to C-level executives from a field sales position</li> <li>A proven hunter who has built pipeline from scratch through your own research and outreach, and closed new logos from it</li> <li>Experience selling into organizations above $1B in revenue</li> <li>A track record of closing annual contracts of $1M or more</li> <li>At or above quota in at least two of the last three years, on a multi-million dollar target</li> <li>Experience leading complex deals from start to finish, coordinating your internal team and the customer's decision makers</li> <li>Experience running several complex deals that can last between nine and eighteen months</li> <li>Multi-product platform selling, with more than one product sold into the same account</li> <li>A deep understanding of MEDDPICC and a value-based selling methodology, including building business cases</li> <li>Domain experience in MarTech, CDPs, customer engagement platforms, ecommerce, or an adjacent data platform</li> <li>Partner-led selling experience, and a record of winning competitive deals against existing platforms</li> <li>Experience growing existing accounts through expansion and renewal</li> <li>Strong executive presence, and fluency in CRM, forecasting, con