Commercial Account Executive

## 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 customers. - Perform other related duties as assigned. ## Requirements - 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. ## Nice to Have - None specified. ## Benefits - 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.