Job Summary:
The Commercial AE CG partners closely with Customer Success and Renewals to drive customer cross-sell and upsell across a broad base of SMB and entrepreneur segment customers, educating customers on Klaviyo's portfolio and guiding them to maximize value, revenue impact, and long-term relationships. This includes targeting ICPs for expand motions while managing a disciplined forecast and delivering consistent monthly and quarterly quota attainment.
Supervisory Responsibilities:
None.
Duties/Responsibilities:
• Work cross-functionally (e.g., Customer Success, Renewals, Solution Architects, Partnerships, Marketing) to ensure a seamless customer experience and accelerate value realization. • Engage existing customers to uncover needs, advise right-fit solutions across the Klaviyo portfolio, and deliver tailored product demonstrations that showcase value and outcomes rather than features alone. • Identify and prioritize ICPs for expansion opportunities within our whole product portfolio to grow Klaviyo's footprint in existing accounts. • Build and manage pipeline within the book of business; apply a documented account planning approach (tiering, top-account focus) and maintain org maps to reach economic buyers and advance multi-threaded evaluations. • Apply consultative selling and ROI-backed business cases using core e-commerce/SMB metrics; tailor assets (decks, case studies) and demos to discovery insights to drive executive alignment and decision quality. • Maintain rigorous SFDC hygiene and forecasting, including accurate stages, dates, next steps, and "why/why not," with timely updates that support predictable roll-ups to leadership. • Negotiate strategically using value-led, trade-based approaches aligned to pricing/packaging guardrails; limit discounting to justified, time-bound scenarios with clear business rationale. • Consistently achieve monthly and quarterly quota expectations while balancing prospecting, customer meetings, CRM administration, and enablement/self-development blocks. • Perform other related duties as assigned.
Required Skills/Abilities:
• Excellent customer service, business development, and sales acumen; delivers a differentiated, consultative experience centered on customer outcomes and values. • Clear and concise communication and presentation; active listening and persona-specific messaging for both functional and executive audiences. • Consultative selling and discovery depth; ability to translate business objectives into ROI-justified use cases and tailored demos aligned to the business case. • Analytical mindset with the ability to run ROI analyses, interpret funnel/forecast signals, and apply core e-commerce/SMB metrics to quantify impact. • Multi-threading and executive engagement to build consensus across stakeholders, including champions and economic buyers, supported by structured workback/joint evaluation plans. • Strategic territory/account planning with tiering, top-account prioritization, and competitive plays grounded in research and account mapping. • Pipeline creation excellence within an existing customer base, with timely follow-up on inbound/CS/partner signals and orchestration of campaigns, ABM events, and partner collaborations. • Negotiation discipline and fluency in pricing/packaging; uses commercial levers to close without unnecessary discounts and aligns terms to business outcomes. • Collaborative selling and cross-functional quarterbacking across BDRs, SAs, CS, Partnerships, Marketing/ABM, and leadership with clear pre-call prep and role clarity.
Tools Proficiency:
• Salesforce, Outreach, LinkedIn Sales Navigator, Apollo, and Gong, with strong SFDC hygiene for forecasting and deal strategy.
Growth Mindset:
• Actively seeks feedback, invests in enablement, and shares best practices to raise team performance in a high-paced environment.
Education and Experience:
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.
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.