About the role
<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>Job Summary:</strong></p> <p>Commercial AE’s are product experts who run the full sales cycle—from qualification and tailored discovery to demo, evaluation management, and driving the buying process through close—with minimal support. They own a portfolio, manage a high‑velocity pipeline, and balance transactional motions with increasingly strategic, multi-threaded engagements across stakeholders to deliver measurable business impact and predictable results.</p> <p><strong>Supervisory
Responsibilities:</strong></p> <ul> <li>None.</li> </ul> <p><strong>Duties/
Responsibilities:</strong></p> <ul> <li>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.</li> <li>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.</li> <li>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.</li> <li>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.</li> <li>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.</li> <li>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.</li> <li>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.</li> <li>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.</li> <li>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.</li> <li>Represent and operate in alignment with company values, reinforcing trust and long‑term partnership with prospects and customer</li> <li>Perform other related duties as assigned.</li> </ul> <p><strong>Required Skills/Abilities:</strong></p> <ul> <li><strong>Fluent in English/Portuguese (required)</strong></li> <li>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.</li> <li>Consultative selling with strong discovery; ability to translate business objectives into ROI‑justified use cases and demos tailored to discovery, not generic walkthroughs.</li> <li>Analytical mindset; ability to calculate ROI, interpret funnel and forecast signals, and apply core e‑commerce/SMB metrics to build compelling business cases.</li> <li>Proactive multi‑threading and executive engagement; persona‑specific messaging and sequencing to build consensus across stakeholders, including economic buyers and sponsors.</li> <li>Strategic territory and account planning; tiering, top‑account prioritization, and competitive plays supported by account research and mapping.</li> <li>Pipeline creation excellence; consistent outbound generation, coverage management, timely lead follow‑up, and orchestration of marketing/partner programs and events.</li> <li>Negotiation mastery; fluency in pricing and packaging, disciplined use of commercial levers, and trade‑based approaches that protect value while driving timely closes.</li> <li>Collaborative selling; ability to quarterback cross‑functional teams (BDR, SA, CS, Partnerships, Marketing/ABM, Leadership) with clear roles and workback plans.</li> <li>Tools proficiency: Salesforce, Outreach, LinkedIn Sales Navigator, Apollo, and Gong; strong SFDC hygiene and usage for forecasting and deal strategy.</li> <li>Growth mindset; openness to feedback, enablement participation, sharing best practices, and mentoring peers to lift team performance.</li> </ul> <p>&nbsp;</p> <p><strong>Education and Experience:</strong></p> <ul> <li>1+ years of Business Development experience with strong performance, 1+ years of Account Executive/closing experience in a sales role preferred&nbsp;</li> <li>Fluent in Portugeuse&nbsp;</li> <li>Experience within SaaS/MarTech, a plus</li> <li>A Bachelor’s degree or above, a plus.</li> </ul> <p>&nbsp;</p> <p><strong>Physical
