Director, Business Development

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.
In this new role, our Director, Business Development will oversee the mid-market business development function in the Americas region which consists of 3+ Managers and 30+ Business Development Representatives. The goal of the business development team is to effectively qualify self-sourced leads and provide a world-class experience to prospective clients. You will be part of the Americas Sales Leadership team working with the wider business to continue to inspire success across the region. Your team will also be instrumental in developing Klaviyo's future salespeople and sales leaders utilizing our career mapping in sales.
In this role you'll be responsible for:

• Developing and guiding the team through our outbound business development initiatives
• Shaping ongoing strategy for the business development team from a long-term perspective to daily practical improvement
• Hiring best-in-class talent across the Business Development team, as well as coaching and developing a team of managers
• Collaborating closely with colleagues within the sales leadership team, our marketing function, and partnerships team to identify key trends and opportunities
• Thorough career planning and mapping building the foundation for the future generation of sales professionals at Klaviyo
• Putting the customer first and creating strategies to optimize the customer journey
• Finding new ways to shorten the sales cycle and creating a smooth connection between the BDR team and their respective sales teams
• Introducing new tools and processes into the workflow, as well as optimizing on existing tools and playbooks, and helping the team to adapt to change and adhere to best practices
• Being a vocal thought leader for your team and region

How you'll have an impact:
Team:

• Regular tactical and developmental 1:1's with your team of managers and the wider BDR function
• Setting both quantitative and qualitative goals and targets for the team to both hit business goals as well as support career development within the team
• Ensuring team morale remains high, people feel energized by their work, and we maintain a high standard for performance
• Klaviyos deliver work that is deemed 'remarkable' by our peers, our customers, and the market. You will focus on the quality of work, then learn how to do it faster, frugally, and more efficiently but never compromising on the quality

Leadership:

• Working closely with the sales leadership team, you will provide thought leadership and strategic direction on our pipeline development, maturity and quality
• Working cross functionally, you will collaborate radically across all functions but particularly sales, marketing, partnerships and success
• Inspire and coach BDR Managers and BDRs to fulfill their potential and serve as the foundation for future generations of Klaviyos

Operationally:

• You will be able to understand and compile data, using it to support your strategic direction for the team. Data will be both external in the market and internal tracking team activity and impact. You will be able to clearly and concisely communicate key trends in data to your peers and key stakeholders
• You will work to assess and introduce new tools and processes into the workflow and manage the change to ensure success

Customer:

• Klaviyos start with the customer and work backward. With this in mind you will put the customer first when thinking about the strategies being put in place for the team

What you'll need:

• Proven leadership experience within a BDR, SDR, inside sales or market development function, preferably within a SaaS business
• Proven success in developing and / or nurturing a sales progression program from entry level through to client facing sales roles.
• In line with our value of always learning you will need to show a growth mindset both for yourself and a vision for your team of managers and individual contributors. You define yourself as an energetic self-starter who is results-oriented works effectively in an entrepreneurial environment
• Top-class presentation and communication skills
• Excellent analytical, problem-solving and decision making skills
• Detail-oriented and persuasive
• A global perspective and willingness to be a hands-on manager, developing, coaching and nurturing team members (both managers and ICs)
• Ability to build relationships with internal (sales, marketing, services etc.) and external (clients, prospects, agencies etc.) stakeholders
• An in-depth understanding of the lead management process from awareness to close; a strong command of sales operations and processes
• Can work as part of a wider selling and business team in the region with a focus on being a great partner
• Strong sense of ownership over annual and quarterly planning
• Strong sense of curiosity with a bias towards action
• Proficiency with tools such as Salesforce, Outreach, ZoomInfo, Gong, and Tableau
• Use of, implementation and understanding of sales methodologies

Nice to have:

• Second line management experience, i.e. you are a manager of managers
• Experience with selling ecommerce-focused solutions

#LI-Hybrid
The pay range for this role is listed below. Sales roles are also eligible for variable compensation and hourly non-exempt roles are eligible for overtime in accordance with applicable law. This role is eligible for benefits, including: medical, dental and vision coverage, health savings accounts, flexible spending accounts, 401(k), flexible paid time off and company-paid holidays and a culture of learning that includes a learning allowance and access to a professional coaching service for all employees.
Base Pay Range For US Locations:
$110,400 - $165,600 USD
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.
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.
IMPORTANT NOTICE: Our company takes the security and privacy of job applicants very seriously. We will never ask for payment, bank details, or personal financial information as part of the application process. All our legitimate job postings can be found on our official career site. Please be cautious of job offers that come from non-company email addresses (@klaviyo.com), instant messaging platforms, or unsolicited calls.