Commercial Manager at Klaviyo

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. Commercial Sales Manager ABOUT THE ROLE Klaviyo is the marketing automation platform powering the world's fastest-growing ecommerce brands. As a Commercial Sales Manager, you'll lead a team of Account Executives responsible for bringing net new merchants onto the Klaviyo platform — to win a generation of brands rethinking how they own their customer relationships. You'll build a team that wins consistently, runs a disciplined sales process, and moves quickly in a high-velocity, high-transaction segment. This is a role for a leader who is equally comfortable in the weeds of a deal review and in front of a whiteboard designing a coaching plan. TEAM LEADERSHIP RESPONSIBILITIES Recruit, interview, hire, onboard, and retain top commercial AE talent Inspect the daily workflow of your team — pipeline hygiene, activity cadence, deal velocity — to drive KPI accountability and surface coaching opportunities in real time Run structured weekly 1:1s and team meetings that reinforce priorities, sharpen skills, and sustain a high-performance culture Build and execute individualized coaching plans to close performance gaps and accelerate development Partner with AEs on live deals — joining calls, supporting negotiations, and helping navigate internal approvals for complex or high-value opportunities Lead timely, honest performance conversations in accordance with Klaviyo policy Champion career development: understand each rep's goals and create a visible path toward them SALES EXECUTION RESPONSIBILITIES Deliver results: Build and lead a team that exceeds plan goals and operates with high collaboration, transparency and trust. Living and showcasing Klaviyo’s values internally and externally. Forecast ownership: maintain pipeline accuracy in Salesforce, call your number with conviction, and give senior leadership early visibility into risks and tailwinds New logo growth: drive a disciplined outbound and inbound motion focused on acquiring net new merchants in the commercial segment — SMB to mid-market Competitive positioning: equip your team to win against competitors both point solutions and incumbent platforms by articulating Klaviyo's data-first, owned-channel advantage Enablement and curriculum: design a repeatable skills framework covering prospecting, discovery, product demos, objection handling, and multi-stakeholder deal management — continuously iterated based on what's working in the field Cross-functional deal support: work with Solutions Engineering, Legal, and Finance to accelerate deal cycles and remove blockers on complex opportunities Field intelligence: bring insights from the frontline — win/loss patterns, competitive dynamics, pricing friction, product gaps — back to leadership, Product, and Marketing WHAT WE'RE LOOKING FOR 3+ years as a closing Account Executive, with a consistent track record of top performance 1+ years in a team lead or management role, with demonstrated ability to develop and retain sales talent Experience in high-velocity, high-transaction sales — comfort moving multiple deals simultaneously at pace Salesforce proficiency and a disciplined approach to pipeline management and forecasting Experience navigating cross-functional deal processes involving Legal, Finance, and senior leadership Genuine passion for coaching and developing people — you see rep growth as a core part of the job High emotional intelligence — you adapt your communication and coaching style to each individual Ability