Klaviyo→
Commercial AE Manager at Klaviyo in Boston, MA
Job Description
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:
The Commercial Manager recruits, develops, and leads Account Executives to achieve new business goals weekly, monthly, quarterly, and annually, while owning forecast accuracy and leading indicators of success. The role blends rigorous coaching and enablement with data‑driven operating cadence, outbound pipeline leadership, and cross‑functional orchestration to deliver predictable attainment and team growth.
Supervisory Responsibilities:
- Recruits, interviews, hires, and onboards AEs; runs effective 1:1s, team meetings, and a consistent management cadence focused on skill development and deal progression.
- Provides timely performance evaluations; addresses performance gaps early with documented plans; manages discipline in line with policy.
- Drives engagement and accountability, motivating the team around clear objectives and KPIs while fostering a customer‑first culture.
Duties/Responsibilities:
- Own forecast quality and business rhythm: accurate weekly/monthly forecasts, pipeline rigor, stage hygiene, and timely “why/why not” updates that roll up predictably to leadership.
- Lead outbound pipeline creation and close: set strategy for targeting, messaging, and coverage; inspect activity-to-opportunity ratios; enable repeatable plays that scale.
- Build and deliver an ongoing skills analysis and scalable coaching curriculum; balance play calls (deal progression) with fundamentals (discovery, ROI, multi‑threading, negotiation, executive engagement).
- Conduct high‑impact 1:1s, call/deal reviews, and team trainings grounded in data; document career development plans to evolve talent into top performers.
- Partner cross‑functionally (Marketing, Sales Enablement/Ops, CS, Solution Architects, Product) to orchestrate campaigns, resolve risks, and accelerate evaluations to close.
- Recruit proactively: maintain a strong talent network, partner with TA, uphold DE&I best practices, and raise the hiring bar with clear decision rationales and rapid candidate‑to‑hire conversion.
- Address performance early and constructively; leverage enablement and People partners appropriately, and pursue alternative paths when needed.
- Communicate effectively up, down, and across: synthesize insights for leadership, anticipate questions, and drive adoption of change with thoughtful action plans.
- Perform other related duties as assigned.
Required Skills/Abilities:
- Management cadence mastery: runs effective 1:1s, team meetings, and inspection cycles; sets expectations and holds teams accountable to inputs and outcomes.
- Coaching and talent development: builds repeatable playbooks, delivers high‑impact trainings, and uses career plans to foster ownership and growth.
- Forecasting and pipeline rigor: diagnoses funnel gaps, improves conversion ratios, and ensures pristine SFDC hygiene for visibility and predictability.
- Commercial acumen: establishes outbound strategy, guides high‑velocity and strategic motions, and improves deal quality through discovery, ROI cases, and multi‑threading.
- Cross‑functional leadership: quarterbacks resources across Marketing, CS, SA, Product, and Enablement to deliver customer‑first outcomes.
- Recruiting excellence and DE&I: evaluates for core competencies, sources diverse pipelines, and partners with TA to meet hiring plans without capacity gaps.
- Change leadership and executive communication: frames the “why,” anticipates objections, and drives adoption through clear, tailored messaging and action plans.
- Data‑driven operator: uses dashboards and trend analysis to inform coaching, programs, and business decisions; acts quickly on feedback with high‑impact plans.
- You’ve already experimented with AI in work or personal projects, and you’re excited to dive in and learn fast. You’re hungry to responsibly explore new AI tools and workflows, finding ways to make your work smarter and more efficient.
- Transform workflows by putting AI at the center, building smarter systems and ways of working from the ground up.
Education and Experience:
- 3+ years of Account Executive experience, high‑transaction sales preferred; proven top‑performer track record
- 1+ years of team lead and/or management experience is a plus
- Experience within SaaS/MarTech preferred
- 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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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.
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.
By participating in Klaviyo’s interview process, you acknowledge that you have read, understood, and will adhere to our Guidelines for using AI in the Klaviyo interview Process. For more information about how we process your personal data, see our Job Applicant Privacy Notice.
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.