Head of Sales, ANZ

<div class="content-intro"><p><em>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 <a class="_ymio1r31 _ypr0glyw _zcxs1o36 _mizu194a _1ah3dkaa _ra3xnqa1 _128mdkaa _1cvmnqa1 _4davt94y _4bfu18uv _1hms8stv _ajmmnqa1 _vchhusvi _kqswh2mm _ect4ttxp _syaz13af _1a3b18uv _4fpr8stv _5goinqa1 _f8pj13af _9oik18uv _1bnxglyw _jf4cnqa1 _30l313af _1nrm18uv _c2waglyw _1iohnqa1 _9h8h12zz _10531ra0 _1ien1ra0 _n0fx1ra0 _1vhv17z1" href="http://klaviyo.com/careers" data-renderer-mark="true">klaviyo.com/careers</a> to see how we empower creators to own their own destiny.</em></p></div><h2>Role Overview</h2> <p>Klaviyo is consolidating its Australia and New Zealand sales business under a single country leader. This is a newly shaped role: one leader accountable for the entire ANZ number across both Commercial and Enterprise, based in Sydney, reporting to the APAC Managing Director.</p> <p> </p> <p>ANZ is currently the region's largest team and market. We are looking for someone who has personally taken a sales and supporting functions organisation from good to great — and who can tell us exactly how, including the key decisions they made and when.</p> <p> </p> <p>The role also carries the senior Klaviyo presence in the Australian market: partner and agency relationships, executive sponsorship on major customers, and site culture.</p> <p> </p> <p>This is not a BAU mandate, if you want a business with real headroom, a strong front line already in place, and a mandate to build and fix what's needed to scale and win, this may be the right opportunity for you.</p> <p> </p> <h2>What You'll Do</h2> <h3>Own the ANZ Number</h3> <ul> <li>Full accountability for ANZ revenue across Commercial and Enterprise</li> <li>Lead front-line sales managers and their teams</li> <li>Lead the sales organisation to deliver on the growth potential of the ANZ market. Own customer acquisition and growth, team culture, pipeline health and forecast across segments and route to market, and be able to deliver results and “know the score” in detail.</li> </ul> <h3>Diagnose and Fix Performance</h3> <ul> <li>Establish quickly and honestly whats needed for growth</li> <li>Act on the diagnosis, including making decisions in the first 90 days</li> <li>Raise the performance bar visibly, and hold it when it's uncomfortable</li> <li>Remove obstacles and be able to roll up your sleeves and get into deals when necessary, building capability in the team as your core priority.</li> <li>Distinguish between problems a leader can fix and problems that need a broader conversation — and escalate the second kind early</li> </ul> <h3>Build and Develop the Leadership Layer</h3> <ul> <li>Coach and develop front-line managers to be world class in their craft and inspire their creativity and results</li> <li>Hire, develop and retain best-in-class sellers; create real career paths and succession depth</li> <li>Set a high bar for talent and act on the gap between the bar and reality</li> <li>Model Klaviyo's values in how you lead, especially when the pressure is on</li> <li>Model our “win as one” cross functional spirit. Building trust and collaboration across the entire team.</li> </ul> <h3>Bring Operating Rigour</h3> <ul> <li>Install and hold weekly cadences — pipeline inspection, forecast, deal review, 1:1s — that are consistent enough that problems surface early</li> <li>Use data as the primary instrument, combined with instinct. Know the score - distribution, coverage trend, tenure cohorts and win/loss reasons</li> <li>Partner with Ops to strengthen the reporting and operating systems currently being built out</li> <li>Drive a culture of being meticulous in your craft across the organisation</li> <li>Put AI and automation as core capabilities of how the team works</li> </ul> <h3>Represent Klaviyo in ANZ</h3> <ul> <li>Senior Klaviyo presence in market: agency and partner relationships, events, and community engagement</li> <li>Executive sponsorship on the region's most significant customers and deals</li> <li>Own site culture in Sydney — the person the team looks to, and the person the market sees</li> </ul> <h3>Work Across the Business</h3> <ul> <li>Partner closely with Marketing, Partnerships, Business Development, Solution Engineering, Enablement, RevOps, Product and Customer Success to drive ANZ growth</li> <li>Influence regional and global GTM strategy and investment decisions with evidence from the market</li> <li>Collaborate with the Asia sales leaders as peers within one APAC business</li> <li>Represent the APAC regions priorities as a senior member of the APAC Leadership team</li> </ul> <p> </p> <h2>Who You Are</h2> <h3>Required</h3> <ul> <li><strong>A demonstrated builder and fixer.</strong> You have personally taken a sales team or organisation through a performance step change. You can name what you diagnosed, what you changed, when, and what the numbers looked like before and after.<em>.</em></li> <li><strong>8+ years leading sales teams</strong>, including leading leaders — managing front-line managers, not just ICs</li> <li><strong>Commercial-motion native.</strong> Deep fluency in velocity, cadence, activity discipline and ramp rigour. This business is majority Commercial; this role needs depth in the high velocity and capacity driven mechanics of the commercial/SMB segments.</li> <li><strong>Credible across both segments.</strong> You can lead an Enterprise deal review and coach a manager on it — MEDDPICC or an equivalent large account strategic sales methodology as well as a high velocity sales motion in the Commercial segment.</li> <li><strong>Sydney-based or genuinely relocating.</strong> In-market presence is a requirement of the role, leading from the front and building culture in our offices and rituals.</li> <li><strong>Data-led operator.</strong> Metrics drive your decisions and you can show which ones and why</li> <li><strong>Willing to make decisions with intentionality</strong> and to be accountable on having made them</li> <li><strong>Comfortable in collaboration.</strong> Our culture is intentionally about winning together. We invite inspection and deep collaboration both within the reporting lines and across functions. </li> <li><strong>Strong SaaS sales economics</strong> — forecasting, pipeline management, segmentation, coverage</li> <li>Proficient with Salesforce and a modern stack (Gong, Clay or similar) and deliberate about making these part of the everyday workflow.</li> </ul> <h3>Soft Skills</h3> <ul> <li>Clear, confident communicator with genuine executive presence — internally and in front of customers</li> <li>Structured, analytical and decisive under pressure</li> <li>High energy but calm under pressure. This business needs a bringer of energy with steadiness</li> <li>High ownership over annual and quarterly planning</li> <li>Curious, adaptable, biased toward action</li> </ul> <h3>Nice to Have</h3> <ul> <li>ANZ market depth — you know the retail and e-commerce landscape and the agency ecosystem</li> <li>MarTech, e-commerce or PLG-adjacent experience</li> <li>Experience in a business transitioning upmarket</li> <li>Prior country-leader or site-leader scope</li> </ul> <p> </p> <h2>How Great Looks Like For This Role? </h2> <p><strong>We'll be direct about what we're testing</strong></p> <ul> <li>You've done the step change, not just watched one. A pattern of hitting the number, and at least one real turnaround with the specifics attached.</li> <li>You diagnose from data. Not from the last conversation you had — and you can get a team aligned behind what you've found.</li> <li>You build people up before you write them up. Deliberate development, underperformance coached before it's formalised, decisions that are right for the person and the business.</li> <li>You run a cadence, not a vibe. Structured, evidence-led, and willing to change course when the evidence does.</li> <li>You do the unglamorous work. No passengers, no ego.</li> <li>You carry the room. In Sydney, and in the market.</li> </ul> <p> </p> <h2>Klaviyo Values</h2> <ul> <li><strong>Put customers first</strong> — start with what's best for our customers and their customers, and work back from their biggest