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Salary: AUD 280,000 - 420,000 / annual
Klaviyo is consolidating its Australia and New Zealand sales business under a single country leader. This newly shaped role reports to the APAC Managing Director and carries full accountability for ANZ revenue across both Commercial and Enterprise segments, with in-market presence required in Sydney.
You will lead front-line sales managers and their teams to deliver on the growth potential of the ANZ market. ANZ is currently the region's largest team and market. The role requires someone who has personally taken a sales organization from good to great and can articulate exactly how—including key decisions made and before/after metrics.
Key responsibilities include:
**Own the ANZ Number**: Full accountability for ANZ revenue across Commercial and Enterprise. Lead front-line sales managers and their teams. Own customer acquisition and growth, team culture, pipeline health, and forecast across segments and route to market.
**Diagnose and Fix Performance**: Establish quickly what's needed for growth. Act on diagnosis, including making decisions in the first 90 days. Raise the performance bar visibly and hold it when uncomfortable. Remove obstacles and roll up your sleeves on deals when necessary, building team capability as your core priority. Distinguish between problems a leader can fix and those requiring broader conversation, escalating early.
**Build and Develop Leadership**: Coach and develop front-line managers to be world-class. Hire, develop, and retain best-in-class sellers; create real career paths and succession depth. Set a high bar for talent and act on gaps. Model Klaviyo's values, especially under pressure. Model cross-functional collaboration and "win as one" spirit.
**Bring Operating Rigour**: Install and hold weekly cadences—pipeline inspection, forecast, deal review, 1:1s—that surface problems early. Use data as the primary instrument combined with instinct. Know the score: distribution, coverage trend, tenure cohorts, win/loss reasons. Partner with Ops to strengthen reporting and operating systems. Drive meticulous craft culture. Put AI and automation as core team capabilities.
**Represent Klaviyo in ANZ**: Serve as senior Klaviyo presence in market with agency and partner relationships, events, and community engagement. Provide executive sponsorship on the region's most significant customers and deals. Own site culture in Sydney—the person the team looks to and 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 market evidence. Collaborate with Asia sales leaders as peers within one APAC business. Represent APAC priorities as a senior member of the APAC Leadership team.
This is not a business-as-usual mandate. You'll be joining at a formative moment: the country model for ANZ is new, operating systems are being built now, and the person in this seat will shape how Klaviyo runs this market for years.
**Requirements**
- Demonstrated builder and fixer: personally taken a sales team or organization through a performance step change; 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 individual contributors)
- Commercial-motion native: deep fluency in velocity, cadence, activity discipline, and ramp rigor; this business is majority Commercial and requires depth in high-velocity, capacity-driven mechanics of commercial/SMB segments
- Credible across both segments: can lead an Enterprise deal review and coach a manager on it (MEDDPICC or equivalent large account strategic sales methodology) as well as high-velocity sales motion in Commercial segment
- Sydney-based or genuinely relocating: in-market presence is a requirement; leading from the front and building culture in offices and rituals
- Data-led operator: metrics drive your decisions; can show which ones and why
- Willing to make decisions with intentionality and be accountable for having made them
- Comfortable in collaboration: culture is intentionally about winning together; invite inspection and deep collaboration within reporting lines and across functions
- Strong SaaS sales economics: forecasting, pipeline management, segmentation, coverage
- Proficient with Salesforce and modern stack (Gong, Clay, or similar); deliberate about making these part of 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; bringer of energy with steadiness
- High ownership over annual and quarterly planning
- Curious, adaptable, biased toward action
**Nice to Have**
- ANZ market depth: know the retail and e-commerce landscape and agency ecosystem
- MarTech, e-commerce, or PLG-adjacent experience
- Experience in a business transitioning upmarket
- Prior country-leader or site-leader scope
