Manager, Large Enterprise Solutions Engineers

We Dont Do Boring SEs. And We Dont Hire Boring SE Managers.

At Klaviyo while most companies hire SE managers to run 1:1s attend forecast calls and fill out headcount plans that makes us yawn.

Were building something different: an SE organization where managers are in the arena - coaching senior practitioners through complex technical wins building systems that scale our best plays and developing the next generation of technical leaders who can hold their own with any CTO or Chief Data Officer.

Youll be our second Large Enterprise SE manager at the inflection point where weve proven the model and now need to scale it. Youll lead 4-6 battle-tested SEs (20 years each) who know their craft. Your job: help them see around corners elevate their strategic game and multiply their impact.

This is an in-the-field manager role. Youll coach your team and be shoulder-to-shoulder with them on strategic deals - building technical win plans navigating customer data platform migrations architecting AI/ML solutions and building relationships with technical executives that turn evaluations into partnerships.

If youre a manager who misses being in deals but knows your real leverage is through people and systems - this could be for you.

What Youll Own

Technical Leadership & Deal Strategy (Youre In The Arena)

Lead from the front on complex deals:

• Jump into strategic Large Enterprise opportunities ($500K ACV) where technical strategy will make or break the deal
• Coach your team to build technical win plans using MEDDPICC & Command of Sale methodology - driving discovery qualification differentiation and technical close strategies
• Guide solution architecture across customer data platforms B2C marketing orchestration AI/ML use cases analytics and e-commerce/retail solutions
• Navigate multi-stakeholder technical evaluations with competing priorities compliance requirements and integration complexity

Build strategic technical relationships:

• Develop your teams ability to engage VPs and C-level technical stakeholders (CTO CDO CMO) as trusted advisors
• Coach SEs on executive-level engagement - connecting our platform to strategic imperatives not features to requirements
• Partner with R&D on product feedback loops competitive positioning and technical escalations
• Create the air cover and access that accelerates deal velocity

Role model what great looks like:

• Demonstrate clear communication technical depth and bias for action
• Show them how to code-switch: technical depth with engineers business value with executives
• Live the importance of preparation follow-through and keeping commitments

Coaching & Team Development (You Scale Through People)

Make your experienced SEs even better:

• Conduct weekly 1:1s focused on deal strategy and career development not status updates
• Provide daily coaching through deal reviews and strategic guidance on active opportunities
• Push senior practitioners (20 years each) on strategic thinking executive presence and influencing without authority
• Design onboarding that accelerates ramp-up and translates individual expertise into team capabilities
• Manage performance proactively: address gaps early with constructive feedback navigate difficult conversations at all levels

Systems Thinking & Workforce Planning (You Build What Scales)

Turn wins into repeatable plays:

• Identify patterns in successful deals and design scalable processes
• Build technical qualification frameworks win plan templates POC playbooks that balance agility with repeatability
• Root cause wins AND losses to understand what works and how to replicate it

Measure optimize and build the bench:

• Analytically evaluate team performance: deal coverage win rates technical close effectiveness cycle time
• Diagnose system issues (losing on integrations competitive positioning executive access) and optimize resource allocation
• Screen candidates for core SE competencies maintain high hiring bar and build your talent network

Cross-Functional Partnership & Communication

Align and collaborate:

• Partner with Large Enterprise sales on account strategy Product/Engineering on roadmap priorities Customer Success on handoffs and Marketing on customer evidence
• Keep team apprised of organizational initiatives and translate them into action
• Share feedback with senior leadership drive team engagement and balance competing demands through strong prioritization

What You Bring

Required Experience & Skills:

Management & Leadership:

• 10 years in presales/solutions engineering with 3 years managing SE teams
• Track record coaching experienced ICs scaling teams/processes and strong people leadership (hiring performance management difficult conversations)

Technical & Domain Expertise:

• Deep credibility in Large Enterprise deals ($500K ACV) with complex multi-stakeholder evaluations
• Domain expertise in 2 of: customer data platforms marketing technology AI/ML analytics e-commerce/retail
• Technical depth to guide teams through advanced engagements and earn trust with technical executives

Sales Methodology & Deal Execution:

• Fluency in Command of Sale (strongly preferred) Challenger MEDDPICC or similar
• Track record building technical win plans and navigating complex evaluations with competing priorities
• Ability to influence VP/C-level technical executives and build trusted advisor relationships

Communication & Emotional Intelligence:

• Excellent verbal and written communication; can alter delivery based on audience
• Active listening with empathy while commanding accountability
• Comfortable with difficult conversations at all levels; high emotional intelligence and judgment

What Makes You Exceptional Here:

You think in systems: See patterns scale what works build processes that create leverage not bureaucracy and ask how do we make this repeatable

You have excellent judgment: Balance priorities know when to go deep/escalate/say no make sound decisions under ambiguity

Youre a talent magnet: High-slope people want to work for you you hire well and develop people who outgrow roles

You code-switch effortlessly: Technical depth with engineers business value with executives coaching with your team - comfortable in details and at 30000 feet

Youre a culture carrier: Embody Klaviyo values believe simple things should be easy and hard things possible problem-solver and builder at heart

You stay hands-on without being a hero: Jump in when needed but dont steal opportunities coach through doing but know when to step back

Why This Role Matters

Youre joining at the moment that defines whether we scale successfully or stay scrappy. Weve proven Large Enterprise works. Now we need managers who can:

• Preserve what makes us special (technical depth problem-solving customer obsession)
• Scale whats working (technical win plans executive engagement strategic partnerships)
• Build whats missing (systems processes bench strength)

If youre a builder who now builds through people a coach who still wants to be in deals and a systems thinker who knows simple things should be easy and hard things should be possible - lets talk.

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Required Experience:

Manager