Senior Director, Go-to-Market Enablement
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.
The Go To Market (GTM) Operations team at Klaviyo has the mission to proactively deliver intelligence, scalable operations, and enablement to efficiently maximize revenue and customer experience across all GTM functions (Marketing, Sales, Success, Support, and Partnerships).
The GTM Enablement team is an integral part of the GTM Operations organization. GTM Enablement is responsible for developing and executing strategies that enable our go-to-market teams to achieve their revenue targets, improve sales efficiency, and enhance customer acquisition and retention. You will collaborate closely with cross-functional teams, including R&D, marketing, sales, customer success, partnerships, and support to align GTM initiatives with overall business objectives.
About the Role:
As Sr. Director of GTM Enablement, you will be crucial in driving revenue growth, optimizing sales, customer success, and support processes, and aligning cross-functional go-to-market efforts to maximize the organization's revenue potential. Klaviyo is going through an inflection point and you will play a big role in this transformation by enabling all customer facing teams.
How You'll Make a Difference:
- Establish enablement as a strategic arm of GTM operations - align enablement efforts with key performance indicators & business outcomes and track ROI & impact like ramp up time, productivity, goals & quota attainment.
- Collaborate with GTM leadership to design and deliver ongoing training programs, coaching, and mentoring to improve sales, success, and support techniques and ensure consistent messaging. Evaluate our existing GTM motion and put together a shared plan around methodology and playbooks.
- Sales Enablement: Design and implement comprehensive sales enablement programs to equip our sales teams with the knowledge, tools, and resources they need to effectively engage prospects, close deals, and meet revenue targets. This includes developing sales playbooks, training materials, and building on the Klaviyo Sales Methodology.
- Customer Success and Support Enablement: Partner with customer success and support teams to develop programs and resources that drive customer satisfaction, retention, and expansion. Provide guidance on customer onboarding, adoption, and ongoing engagement strategies.
- Product Launches: Lead the planning and execution of successful product launches, ensuring cross-functional coordination and alignment. Develop launch plans, go-to-market enablement materials, and training programs to maximize product adoption and revenue generation.
- Go-to-Market Processes: Streamline and optimize go-to-market processes, ensuring smooth handoffs between marketing, sales, and customer success teams. Implement frameworks and tools to improve pipeline management, forecasting accuracy, and overall sales productivity.
- Market Intelligence: Stay abreast of market trends, competitor activities, and customer insights to provide strategic guidance and inform go-to-market strategies. Conduct market and competitive analysis to identify opportunities and risks.
- Cross-functional Collaboration: Foster strong collaboration and alignment between go-to-market teams and other departments. Work closely with Marketing to develop and execute integrated marketing campaigns that generate high-quality leads and support revenue goals.
- Leadership and Team Management: Lead and develop a high-performing team of go-to-market enablement professionals. Provide coaching, mentorship, and guidance to drive individual and team success.
Who You Are:
- Globally minded leader who finds ways to thoughtfully balance central and regional decision making and creates space for regional autonomy and variation.
- An exceptional coach that can bring out the best in their teams and is committed to professional development of their team members and leaders on the team.
- Strategic – has a vision for GTM Enablement that they use to influence/partner with cross-functional VP’s. Sets and owns global GTM Enablement strategy.
- Strong relationship-builder with the ability to lead and influence in a highly cross-functional, matrixed organization comprising of Sales, Marketing, Product, Partnerships, Support, and Customer Success teams
- Values soft skills (relationship building, stakeholder management, leadership capabilities, etc.) just as much as the hard skills (enablement best practices, quantitative acumen, project management etc.)
- Has experience and a strong point of view on GTM Methodology, including how CS, Sales, Marketing, and Partnerships work together
- Change-oriented leader with a strong bias towards action
- Data-driven mindset with proven experience utilizing metrics & insights as tools for informed decision-making
Education and Experience:
- 12+ years of experience in enablement, L&D, PMM or related roles
- 8+ years of managing high performance teams
- Proven track record of scaling Sales and CS&S teams of larger than 500 FTE
- 5+ years of experience in Subscription and SaaS, preferably at a hyperscale cloud-native platform
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.
Upon request, you can receive additional information about the compensation and benefits for this role. Requests can be submitted here. Additional information regarding benefits can be found at klaviyorewards.com.
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.
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