Senior Manager, Deal Strategy & Operations

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.
Klaviyo is seeking a strategic and experienced leader to join our team as a Senior Manager, Deal Strategy. In this role, you will be instrumental in supporting our sales organization by providing expert guidance on deal structuring, negotiation, and operational execution. While your primary focus will be on complex, high-value contracts within our SMB and Mid Market segments, you will also support deals in the Entrepreneur segment when they meet certain high MRR or ARR thresholds. You will collaborate closely with cross-functional teams, including legal, finance, and product management, to ensure that all deals align with Klaviyo's strategic goals and compliance requirements.
As a key part of your role, you will develop and implement tools and resources to help sales teams navigate and understand desired deal structures and guidelines. This is an exciting opportunity to influence Klaviyo's growth trajectory and drive significant impact across our sales operations.
Key Responsibilities:

• Deal Structuring and Negotiation:
• Lead and support sales teams in structuring complex, high-value deals, particularly within the SMB and Mid Market segments, while also providing support for qualifying high-MRR/ARR deals in the Entrepreneur space.
• Provide expert guidance on pricing, contract terms, and negotiation strategies, ensuring alignment with Klaviyo's financial and strategic goals.
• Collaborate with legal and finance teams to ensure all deals comply with Klaviyo's compliance requirements and business objectives.
• Operationalize Campaigns:
• Work with cross-functional teams to design and implement sales campaigns that drive growth and align with Klaviyo's strategic initiatives.
• Ensure that all systems and processes are in place to support the seamless execution of these campaigns.
• Develop Sales Tools and Resources:
• Create and maintain tools and resources to help sales teams understand and adhere to desired deal structures and guidelines.
• Provide ongoing support and training to the sales team, ensuring consistent application of best practices in deal structuring.
• Cross-functional Collaboration:
• Serve as a key liaison between the sales organization and other corporate support functions, including product management, legal, and finance.
• Provide timely feedback and insights to these teams to inform strategic decision-making and improve deal outcomes.
• Process and System Alignment:
• Work closely with the Business Processes & Systems Automation team to ensure that all deal-related processes and systems are scalable, automated, and aligned with Klaviyo's overall strategy.
• Drive continuous improvement in deal-related processes, with a focus on efficiency, compliance, and alignment with business metrics.

Who You Are:

• Experienced Deal Strategist: You have a proven track record in deal structuring and negotiation within the enterprise software industry, with experience influencing global sales teams on best practices.
• Cross-functional Leader: You excel in cross-functional collaboration, with the ability to influence and align stakeholders across finance, legal, product management, and sales.
• Strategic Thinker: You have a deep understanding of financial modeling, revenue recognition, and value selling, with the ability to align complex deals with broader business goals.
• Educator and Mentor: You are passionate about developing resources and training programs that empower sales teams to succeed, with experience in creating and maintaining strategic assets that drive consistent success.
• Operationally Focused: You have a strong background in process and system alignment, with experience driving improvements that enhance efficiency and compliance within sales operations.

Qualifications:

• Bachelor's degree in Business, Finance, Marketing, or a related field. An MBA or advanced degree is preferred but not required.
• 7+ years of experience in deal structuring, negotiation, and sales operations within the enterprise software industry.
• Proven experience in leading and influencing sales teams on contract negotiations, pricing, and value selling. Familiarity with MEDDPICC or similar methodologies
• Strong understanding of GTM processes and supporting technologies, with a customer-centric approach.
• Exceptional communication, leadership, and project management skills, with the ability to lead cross-functional initiatives and drive change.
• Comfortable working independently and remotely, with a strong self-starter mentality and the ability to thrive in a dynamic, fast-paced environment.

#LI-CR1 #LI-Hybrid
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.
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:
$152,000 - $228,000 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.
By clicking "Submit Application" you consent to Klaviyo processing your Personal Data in accordance with our Job Applicant Privacy Notice. If you do not wish for Klaviyo to process your Personal Data, please do not submit an application.