Director, Revenue Deal Strategy

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 looking for an experienced Director, Revenue Deal Strategy. The Director, Revenue Deal Strategy will play a pivotal role in shaping and executing our company's approach to complex deals, partnerships, and negotiations. This role involves working closely with cross-functional teams, including Sales, Finance, Legal, and Operations, during contract negotiations to optimize deal structures, drive revenue growth, and align with our long-term business goals all while balancing customer wants. The ideal candidate will have a deep understanding of revenue accounting, contract negotiation, and strategic planning.

How You'll Make a Difference

• Develop in-depth knowledge of Klaviyo’s pricing models to provide deal structuring and quoting support to our global sales teams.
• Represent finance in complex negotiations, ensuring alignment with strategic objectives and compliance with legal and accounting requirements.
• Work with internal and external stakeholders to drive successful deal closures.
• Develop and maintain strong relationships with key partners to facilitate ongoing collaboration and future opportunities.
• Be a critical enabler of deal formation and execution, focusing on minimizing sales cycle times while optimizing revenue, profitability, and market share based on business priorities.
• Work cross functionally across various stakeholder groups including legal, sales operations, deal desk, revenue accounting, billing ops and product management.
• Assist with non-standard deal requests, structuring sophisticated deals, driving cross-functional and cross-solution teamwork and ensure revenue recognition requirements are handled.
• Establish metrics and processes to improve business visibility and consistency of practices across geographies.
• Oversee deal financials, pricing, business risk, revenue recognition implications.

Who You Are:

• Business degree and/or JD/MBA.
• CPA and Big Four public accounting experience strongly preferred.
• Strong knowledge of GAAP and ability to apply ASC 606 required.
• 8+ years of software industry experience (Deal Desk, Finance, Sales Operations experience preferred).
• Previous experience with system implementation, process improvement and change management a plus.
• Strong eye for business and proven track record in commercial negotiations.
• Self-motivated and able to work under pressure; diligent with deliverables and deadlines, able to multitask.
• Basic understanding of commercial law and experience in contract management.
• Excellent interpersonal skills – verbal and written.
• Strong analytical skills along with the ability to demonstrate practical judgment in sophisticated situations.
• Great leadership and collaboration skills.
• Proficient knowledge of Salesforce, CPQ.

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:

$196,000 — $294,000 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.

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