Klaviyo is moving upmarket. Built on first-party data and trusted by tens of thousands of ecommerce brands, we're competing aggressively in Mid and Large Enterprise, taking on entrenched marketing clouds that have dominated that space for years. Winning at this level requires a different motion: longer sales cycles, more complex buying committees, higher scrutiny on platform maturity and data infrastructure, and a field that needs a sharp, confident story to displace incumbents. This role is the strategic engine behind that motion.
As Lead, Product Marketing - Mid & Large Enterprise GTM, you'll set priorities alongside GTM leaders, develop the positioning and plays that give sales a competitive edge, and serve as the PMM lead on integrated campaigns that build Klaviyo's credibility in the enterprise market. You'll operate with a high degree of autonomy - this is a role for someone who sets direction, not waits for it.
The ideal candidate has been in rooms where the deal is on the line and knows what it takes to arm a sales team with a confident, differentiated story. You think at the level of market strategy and translate that into a sales play, a campaign anchor asset, or a crisp objection handler, depending on what the moment requires. You're as comfortable in a strategy session with GTM leadership as you are prepping a sales team before a big deal.
How You'll Make a Difference- Enterprise GTM Strategy: Partner with GTM leaders to define and prioritize field selling motions for the Mid and Large Enterprise segment, synthesizing market trends, competitive dynamics, seasonal signals, and what's resonating across marketing and the field to determine where to focus. Ensure GTM efforts across plays, campaigns, and enablement are aligned to market needs and sequenced to maximize their collective impact on pipeline and revenue.
- Sales Plays: Design Enterprise sales plays from ICP definition through field launch. Identify high-value displacement opportunities, develop the competitive positioning and messaging that gives sales a clear edge, and partner with Enablement to make sure plays land in the field rather than live in a deck.
- Integrated Marketing Campaigns: Serve as the PMM lead on Enterprise integrated marketing campaigns, contributing strategy, messaging, and assets alongside Creative, Lifecycle, and Demand Gen. Own the strategic concept behind anchor assets, including the frameworks, research, and benchmarks (e.g., maturity assessments, industry benchmarks) that drive top-of-funnel engagement.
- Field Assets: Maintain and evolve core Enterprise assets, including the pitch deck library, enterprise landing page, EBC materials, objection handling, and discovery frameworks. Keep the field's source of truth current and usable.
- Product Storytelling: Translate the Klaviyo product vision and roadmap into compelling narratives for Enterprise audiences. Synthesize field and customer insights to influence roadmap prioritization, and where product gaps exist, develop positioning that gives the field a credible point of view rather than waiting on the roadmap.
- Performance & Insights: Track Mid and Large Enterprise GTM performance across pipeline sourced, pipeline influenced, and closed-won rates by segment. Deliver structured readouts with clear recommendations on what to continue, change, or stop.
Who You Are- 8+ years of product marketing experience, with a meaningful portion focused on B2B SaaS; direct experience marketing to mid-market and enterprise buyers is required
- Demonstrated ability to own GTM programs end-to-end, from positioning through execution and performance readout, operating independently without close management oversight
- Experience supporting complex, multi-stakeholder sales cycles and enabling large sales organizations to communicate nuanced value propositions effectively
- Skilled at adapting positioning and messaging across segments, motions, and competitive contexts; strong instincts for what resonates with Enterprise buyers
- Able to frame ambiguous problems, synthesize competing inputs, and communicate clear, structured recommendations to senior stakeholders
- High craft bar for written and visual work. Output should be ready for executive and external audiences with minimal revision: clear narrative flow, strong slide titles, purposeful structure
- Proven ability to drive alignment across teams with competing priorities, through influence rather than formal authority
- Active mentor who raises the quality bar of work around them and contributes to a high-performing team 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:
$140,000-$210,000 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.
