Manager, Large Enterprise Solutions Architecture

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 careers.klaviyo.com to see how we empower creators to own their own destiny.

We Don't Do Boring SEs. And We Don't 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.

We're 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.

You'll be our second Large Enterprise SE manager at the inflection point where we've proven the model and now need to scale it. You'll 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. You'll 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 you're a manager who misses being in deals but knows your real leverage is through people and systems - this could be for you.

What You'll Own

Technical Leadership & Deal Strategy (You're 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 team's 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? competi