Revenue Operations & GTM Systems Growth at Klaviyo

Since November, Klaviyo’s Rev Ops & GTM Systems teams have added 20+ people. This is how you evolve as a $700m ARR business with 600+ Reps. In FY23, Klaviyo generated $700m in revenue (+48% YOY).

The stock is down 30% since the September 2023 IPO but general consensus seems to be this is mostly due to economic factors with their high valuation potentially adding to the headwind.

They do invest a whopping 56% of revenue on Sales & Marketing, though. And this is UP 85% YOY.

It’s a tough climate to be a growth stock. To do well, you need show a TON of revenue growth.

And that all comes down to efficiency.

Rev Ops Team Growth at Klaviyo

In November, the Revenue Operations team sat at around 40 people.

Since then, they added 14 New Members, including:

1. Go-to-Market Enablement Leader

2. VP of Pricing Strategy

3. Director, Partner Programs Strategy

4. Sr. Director, GTM Data & Programs

5. Director, WW Sales Strateg

6. Sr. Director, GTM Incentive Design

GTM Systems Team Growth

This group added 6 New Members†, including:

1. Sr. Director, Business Process Systems Automation

2. Sr. Manager, Business Systems Process Automation

3. Lead PM, GTM Systems Automation

4. Lead Business Analyst, Data Strategy & Systems

You can pretty clearly see a few focus areas as Klaviyo matures.

Enablement

There is a HUGE emphasis on strengthening this function in Ops. The GTM Enablement team has 9 people but it’s historically been VERY bottom heavy.

• (7) Enablement Managers (IC Level)

• (1) Sr. Director, GTM Enablement

• (1) New Head of GTM Enablement (ex-Square)

Pricing & Incentives

As you mature, these disciplines are exponentially more important. When you’re a startup, you just need to grow. This gets you to the next round of funding. But efficiency matters less. As a public company, tiny decisions move the needle in big ways.

• Increasing prices strategically.

• Removing discounts without impacting growth.

• Properly designing Sales comp and incentive plans.

Klaviyo added heavy-hitters to Pricing and Incentive Strategy. Leaders that are ex-Automation Anywhere and ex-Okta, respectively.

Process Automation

Following along the Enablement theme, you need horsepower to build. The best Enablement function is nothing without mature systems.

And you see them investing here with the new GTM Systems hires.

†On top of it all, they continue to hire in GTM Systems:

• Sr. Salesforce Engineer

• Business Systems Manager (Zendesk)

• CX Support Systems Lead (Zendesk)