Commercial Account Executive

Summary: Klaviyo is a company that empowers creators to own their destiny by making first-party data accessible and actionable. They are seeking a Commercial Account Executive who will run the full sales cycle, manage a diverse pipeline, and collaborate cross-functionally to deliver measurable business impact. 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 Qualifications: - 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 - 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 Required Skills: Consultative Selling, ROI Analysis, E-commerce Metrics, Multi-threading, Executive Engagement, Territory Planning, Account Planning, Pipeline Management, Salesforce, Outreach, LinkedIn Sales Navigator, Apollo, Gong, Pricing, Packaging Benefits: Participation in the company’s annual cash bonus plan, Variable compensation (OTE) for sales and customer success roles, Equity, Sign-on payments, A comprehensive range of health, welfare, and wellbeing benefits based on eligibility