Senior Director, ANZ Sales
Role Overview
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.
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.
The role also carries the senior Klaviyo presence in the Australian market: partner and agency relationships, executive sponsorship on major customers, and site culture.
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.
What You'll Do
Own the ANZ Number
Full accountability for ANZ revenue across Commercial and Enterprise
Lead front-line sales managers and their teams
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.
Diagnose and Fix Performance
Establish quickly and honestly whats needed for growth
Act on the diagnosis, including making decisions in the first 90 days
Raise the performance bar visibly, and hold it when it's uncomfortable
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.
Distinguish between problems a leader can fix and problems that need a broader conversation — and escalate the second kind early
Build and Develop the Leadership Layer
Coach and develop front-line managers to be world class in their craft and inspire their creativity and results
Hire, develop and retain best-in-class sellers; create real career paths and succession depth
Set a high bar for talent and act on the gap between the bar and reality
Model Klaviyo's values in how you lead, especially when the pressure is on
Model our “win as one” cross functional spirit. Building trust and collaboration across the entire team.
Bring Operating Rigour
Install and hold weekly cadences — pipeline inspection, forecast, deal review, 1:1s — that are consistent enough that problems surface early
Use data as the primary instrument, combined with instinct. Know the score - distribution, coverage trend, tenure cohorts and win/loss reasons
Partner with Ops to strengthen the reporting and operating systems currently being built out
Drive a culture of being meticulous in your craft across the organisation
Put AI and automation as core capabilities of how the team works
Represent Klaviyo in ANZ
Senior Klaviyo presence in market: agency and partner relationships, events, and community engagement
Executive sponsorship on the region's most significant customers and deals
Own site culture in Sydney — the person the team looks to, and the person the market sees
Work Across the Business
Partner closely with Marketing, Partnerships, Business Development, Solution Engineering, Enablement, RevOps, Product and Customer Success to drive ANZ growth
Influence regional and global GTM strategy and investment decisions with evidence from the market
Collaborate with the Asia sales leaders as peers within one APAC business
Represent the APAC regions priorities as a senior member of the APAC Leadership team
Who You Are
Required
A demonstrated builder and fixer. 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..
8+ years leading sales teams, including leading leaders — managing front-line managers, not just ICs
Commercial-motion native. 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.
Credible across both segments. 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.
Sydney-based or genuinely relocating. In-market presence is a requirement of the role, leading from the front and building culture in our offices and rituals.
Data-led operator. Metrics drive your decisions and you can show which ones and why
Willing to make decisions with intentionality and to be accountable on having made them
Comfortable in collaboration. Our culture is intentionally about winning together. We invite inspection and deep collaboration both within the reporting lines and across functions.
Strong SaaS sales economics — forecasting, pipeline management, segmentation, coverage
Proficient with Salesforce and a modern stack (Gong, Clay or similar) and deliberate about making these part of the everyday workflow.
Soft Skills
Clear, confident communicator with genuine executive presence — internally and in front of customers
Structured, analytical and decisive under pressure
High energy but calm under pressure. This business needs a bringer of energy with steadiness
High ownership over annual and quarterly planning
Curious, adaptable, biased toward action
Nice to Have
ANZ market depth — you know the retail and e-commerce landscape and the agency ecosystem
MarTech, e-commerce or PLG-adjacent experience
Experience in a business transitioning upmarket
Prior country-leader or site-leader scope
How Great Looks Like For This Role?
We'll be direct about what we're testing
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.
You diagnose from data. Not from the last conversation you had — and you can get a team aligned behind what you've found.
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.
You run a cadence, not a vibe. Structured, evidence-led, and willing to change course when the evidence does.
You do the unglamorous work. No passengers, no ego.
You carry the room. In Sydney, and in the market.
Klaviyo Values
Put customers first — start with what's best for our customers and their customers, and work back from their biggest pain points
Win together — one team: honest, direct, respectful, inclusive; willing to disagree and commit
Know the score — clear on what success looks like and how it ladders up; results over activity
Be meticulous in your craft — rigorous, prepared, the expert others turn to
Move fast, no shortcuts — speed matters, but never at the cost of quality or ethics
Drivers wanted — no passengers: act like owners, fix what's broken, do the unglamorous work
Stay hungry, stay humble — curious, high-slope learners who seek feedback and don't tolerate brilliant jerks
We're 1% done — beginner's mindset, benchmarked against the best
Klaviyo in APAC
The Sydney team has been built out since 2022 across sales, CS, partnerships, marketing, recruiting and product support, with a growing Singapore presence. This is still an early-stage APAC business with significant headroom — a team established across the region today, and a leadership bench largely promoted from within.
You'd be joining at a genuinely formative moment: the country model for ANZ is new, the operating systems are being built now, and the person in this seat will shape how Klaviyo runs this market for years rather than inheriting someone else's design.
Our salary range reflects the cost of labour in the country where the job post is advertised. 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 in Local Currency:
$280,000—$420,000 AUD