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 careers.klaviyo.com to see how we empower creators to own their own destiny.
At Klaviyo, while most companies hire SE managers to run 1:1s, attend forecast calls, and fill out headcount plans, that makes us yawn.
We're building something different: an SE organization where managers are in the arena - coaching senior practitioners through complex technical wins, building systems that scale our best plays, and developing the next generation of technical leaders who can hold their own with any CTO or Chief Data Officer.
You'll be our second Large Enterprise SE manager at the inflection point where we've proven the model and now need to scale it. You'll lead 4-6 battle-tested SEs (20+ years each) who know their craft. Your job: help them see around corners, elevate their strategic game, and multiply their impact.
This is an in-the-field manager role. You'll coach your team and be shoulder-to-shoulder with them on strategic deals - building technical win plans, navigating customer data platform migrations, architecting AI/ML solutions, and building relationships with technical executives that turn evaluations into partnerships.
If you're a manager who misses being in deals but knows your real leverage is through people and systems - this could be for you.
What You'll OwnTechnical Leadership & Deal Strategy (You're In The Arena)Lead from the front on complex deals:
- Jump into strategic Large Enterprise opportunities ($500K+ ACV) where technical strategy will make or break the deal
- Coach your team to build technical win plans using MEDDPICC & Command of Sale methodology - driving discovery, qualification, differentiation, and technical close strategies
- Guide solution architecture across customer data platforms, B2C marketing orchestration, AI/ML use cases, analytics, and e-commerce/retail solutions
- Navigate multi-stakeholder technical evaluations with competing priorities, compliance requirements, and integration complexity
Build strategic technical relationships:
- Develop your team's ability to engage VPs and C-level technical stakeholders (CTO, CDO, CMO) as trusted advisors
- Coach SEs on executive-level engagement - connecting our platform to strategic imperatives, not features to requirements
- Partner with R&D on product feedback loops, competitive positioning, and technical escalations
- Create the air cover and access that accelerates deal velocity
Role model what great looks like:
- Demonstrate clear communication, technical depth, and bias for action
- Show them how to code-switch: technical depth with engineers, business value with executives
- Live the importance of preparation, follow-through, and keeping commitments
Make your experienced SEs even better:
- Conduct weekly 1:1s focused on deal strategy and career development, not status updates
- Provide daily coaching through deal reviews and strategic guidance on active opportunities
- Push senior practitioners (20+ years each) on strategic thinking, executive presence, and influencing without authority
- Design onboarding that accelerates ramp-up and translates individual expertise into team capabilities
- Manage performance proactively: address gaps early with constructive feedback, navigate difficult conversations at all levels
Turn wins into repeatable plays:
- Identify patterns in successful deals and design scalable processes
- Build technical qualification frameworks, win plan templates, POC playbooks that balance agility with repeatability
- Root cause wins AND losses to understand what works and how to replicate it
Measure, optimize, and build the bench:
- Analytically evaluate team performance: deal coverage, win rates, technical close effectiveness, cycle time
- Diagnose system issues (losing on integrations? competitive positioning? executive access?) and optimize resource allocation
- Screen candidates for core SE competencies, maintain high hiring bar, and build your talent network
Align and collaborate:
- Partner with Large Enterprise sales on account strategy, Product/Engineering on roadmap priorities, Customer Success on handoffs, and Marketing on customer evidence
- Keep team apprised of organizational initiatives and translate them into action
- Share feedback with senior leadership, drive team engagement, and balance competing demands through strong prioritization
Management & Leadership:
- 10+ years in presales/solutions engineering with 3+ years managing SE teams
- Track record coaching experienced ICs, scaling teams/processes, and strong people leadership (hiring, performance management, difficult conversations)
Technical & Domain Expertise:
- Deep credibility in Large Enterprise deals ($500K+ ACV) with complex, multi-stakeholder evaluations
- Domain expertise in 2+ of: customer data platforms, marketing technology, AI/ML, analytics, e-commerce/retail
- Technical depth to guide teams through advanced engagements and earn trust with technical executives
Sales Methodology & Deal Execution:
- Fluency in Command of Sale (strongly preferred), Challenger, MEDDPICC, or similar
- Track record building technical win plans and navigating complex evaluations with competing priorities
- Ability to influence VP/C-level technical executives and build trusted advisor relationships
Communication & Emotional Intelligence:
- Excellent verbal and written communication; can alter delivery based on audience
- Active listening with empathy while commanding accountability
- Comfortable with difficult conversations at all levels; high emotional intelligence and judgment
You think in systems: See patterns, scale what works, build processes that create leverage not bureaucracy, and ask "how do we make this repeatable?"
You have excellent judgment: Balance priorities, know when to go deep/escalate/say no, make sound decisions under ambiguity
You're a talent magnet: High-slope people want to work for you, you hire well and develop people who outgrow roles
You code-switch effortlessly: Technical depth with engineers, business value with executives, coaching with your team - comfortable in details and at 30,000 feet
You're a culture carrier: Embody Klaviyo values, believe simple things should be easy and hard things possible, problem-solver and builder at heart
You stay hands-on without being a hero: Jump in when needed but don't steal opportunities, coach through doing but know when to step back
Why This Role MattersYou're joining at the moment that defines whether we scale successfully or stay scrappy. We've proven Large Enterprise works. Now we need managers who can:
- Preserve what makes us special (technical depth, problem-solving, customer obsession)
- Scale what's working (technical win plans, executive engagement, strategic partnerships)
- Build what's missing (systems, processes, bench strength)
If you're a builder who now builds through people, a coach who still wants to be in deals, and a systems thinker who knows simple things should be easy and hard things should be possible - let's talk.
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.
Top Skills
Klaviyo San Francisco, California, USA Office
181 Fremont Street, Floor 21, San Francisco, CA , United States, 94105
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