Director, Global Field Enablement & GTM 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 klaviyo.com/careers to see how we empower creators to own their own destiny.

The Global Field Enablement team equips every customer-facing function — Sales, Business Development, Customer Success, and Partnerships — to hit revenue and retention targets through consistent execution. The Director, Global Field Enablement owns enablement strategy and the operating model across the full GTM and post-sale lifecycle, from pipeline generation through renewal and expansion, and is accountable for measurable outcomes: faster ramp, higher productivity, stronger attainment, and consistent adoption of Klaviyo's sales and customer engagement methodologies.

This role partners closely with GTM Operations, Sales, Business Development, Customer Success, Partnerships, Product, Product Marketing, and RevOps, increasingly leveraging AI-enabled tools to keep GTM teams faster, more effective, and always learning. It also aligns with adjacent enablement teams — Channel & Partner Enablement, ProServe Enablement, and Learning & Development — to drive unified standards, embedding core processes deeply enough into daily behavior that they scale reliably as Klaviyo grows.

How you’ll make a difference:

Strategy & GTM alignment

• Own the enablement KPI framework (ramp time, quota/goal attainment, win rate, pipeline conversion, multi-product adoption) and partner with GTM, Product, and Marketing leaders to build a shared roadmap and prioritize investment against the highest-leverage gaps.

Sales, pipeline, and post-sale enablement

• Design and deliver enablement across the full customer lifecycle — outbound/inbound pipeline generation (BDR/SDR), AE selling, account management/expansion, and post-sale onboarding, adoption, retention, and expansion — including certification and manager-led coaching.
• Build and maintain playbooks, prospecting/qualification frameworks, battlecards, objection-handling guides, and talk tracks that extend the Klaviyo Sales Methodology, and ensure consistent value messaging from first engagement through renewal.

Product launches & Field Kickoff

• Lead planning and execution of product launches, developing launch plans, GTM enablement materials, and training to drive adoption and revenue.
• Own end-to-end program management of Field Kickoff — timeline, workstreams, logistics, executive alignment, messaging, and content — as the connective tissue across Sales, Marketing, Product, and CS.

Technology, AI, and change management

• Own the global enablement tech stack (content/knowledge management, conversation intelligence, LMS) and the standards for its use.
• Lead evaluation and adoption of AI-driven tools for coaching, content delivery, deal inspection, and productivity, with a clear point of view on where AI helps versus adds noise.
• Build reinforcement and manager-coaching systems that make new behaviors stick, rather than deliver one-time training.

Process, operations, and market intelligence

• Partner with Marketing, Sales, Partner, and CS Ops to streamline GTM processes and co-develop frameworks for pipeline management and forecasting accuracy.
• Drive training, certification, and manager reinforcement so standard processes (Sales Process, Customer Engagement Process, core systems) get embedded in daily behavior, not just documented — building a consistent operating standard that scales with headcount, segments, and geography.
• Partner with Competitive Intelligence and Product Marketing to keep content current with market and competitive trends, and cascade that intelligence into enablement materials and field communications.

Global operating model & leadership

• Design an operating model balancing central standards with regional autonomy, and align a unified enablement approach with peer teams (Channel & Partner Enablement, ProServe Enablement, L&D) without direct authority over them.
• Lead and develop a high-performing, globally distributed enablement team, providing coaching, mentorship, and clear growth paths.

Who you are:

• 10+ years in enablement, L&D, PMM, or related roles spanning at least two customer-facing functions (e.g., sales and CS, or sales and business development).
• 5+ years managing and developing high-performing teams, ideally across multiple regions.
• 5+ years in subscription/SaaS, preferably a hyperscale cloud-native platform, with a proven record scaling enablement for GTM orgs of meaningful scale.
• Comfortable owning enablement for both top-of-funnel/pipeline generation (BDR/SDR) and closing/post-sale motions, recognizing these require distinct coaching and content approaches.
• Strategic leader with a vision for global field enablement, able to set and own enablement strategy across the full customer lifecycle and influence cross-functional VPs.
• Globally minded, balancing central and regional decision-making and creating space for regional autonomy.
• Strong relationship-builder able to lead and influence in a highly matrixed organization (Sales, Business Development, Marketing, Product, Partnerships, CS), including driving alignment with peer enablement teams without direct authority.
• Exceptional coach committed to the professional development of team members and leaders.
• Strong point of view on GTM methodology and how CS, Sales, Business Development, Marketing, and Partnerships work together.
• Fluent with modern GTM/enablement technology (conversation intelligence, content/knowledge platforms, LMS) and a working point of view on where AI can responsibly improve productivity; experience piloting or scaling AI-enabled tools is a strong plus.
• Experience partnering with Revenue/GTM Operations to align enablement with systems, process, and data.
• Change-oriented, data-driven, and action-biased, with a track record of making new behaviors stick rather than delivering one-time training.
• Values soft skills (relationship building, stakeholder management, leadership) as much as hard skills (enablement best practices, quantitative acumen, project management), with strong time management, analytical, and prioritization skills, and the ability to perform well in a fast-paced environment.

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.

Base Pay Range For US Locations:

$180,000—$270,000 USD

This role may require up to 10% travel for purposes such as new hire onboarding, client or partner work if applicable, team meetings, and industry events. Travel is coordinated in advance.

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.

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