Industry Advisor, Hospitality

Job Overview:

Klaviyo is building the future of CRM, and we’re looking for a strategic, customer-obsessed individual to accelerate our expansion in Hospitality, specifically Hotel & Travel and Food & Beverage. This role sits at the intersection of industry expertise, customer engagement and go-to-market execution with a clear mandate: bring real-world credibility to the heart of our Sales motion.

If you’ve spent your career in hospitality — either in-house, at an agency, or with a tech platform serving the industry—and you’re excited by the idea of applying that experience at scale, this is a rare opportunity to do exactly that. You’ll work directly with sales teams and customers, shaping deals in motion, while also influencing how Klaviyo shows up in the market. Your insights won’t just live in a slide deck  — they’ll guide deal strategy, inform product conversations and drive partner engagements.

This is a highly visible, cross-functional role. You’ll work closely with Account Executives (AEs) and Solutions Architects (SAs), while also collaborating with Product, Marketing, Partnerships, and Enablement to ensure what we learn from customers gets operationalized. The result: a hospitality motion that is not only compelling, but repeatable and scalable.

What does this look like day-to-day? This is a role that balances internal strategy and external influence and is highly dynamic. You’ll regularly:

• Coach AEs and SAs on deal strategy, connecting prospect goals to current customer examples and your own experiences
• Join sales conversations with multi-property hotel groups, helping the buyer connect their guest experience goals to what the Klaviyo platform can deliver and providing the industry credibility needed to move the deal forward
• Partner with food & beverage agencies on in-flight deals and building business cases for how we can best serve customers, together
• Synthesize patterns from recent wins and losses, turning frontline insights into new vertical playbooks that help dozens of sellers and educate the Partnership and Product teams on the integrations and features that matter most
• Collaborate with Marketing on hospitality campaigns or hospitality thought leadership content
• Transform workflows by putting AI at the center, building smarter systems and ways of working from the ground up.

This is a unique opportunity to shape and accelerate Klaviyo’s hospitality business. You’ll operate at both the deal and systems level—supporting high-impact opportunities while identifying patterns that can be scaled across the field. As a result, we’re looking for an individual with extraordinary substance, vision, and standards of performance. You’ll bring substance by leveraging applied experience in hospitality marketing to advise both team members and customers. You’ll show vision by demonstrating a strategic mindset and dedicating yourself to the growth, development, and evolution of the hospitality motion. And you’ll be a force multiplier by establishing operational discipline and motivating the broader Sales team to meet exceptionally high standards of performance.

Responsibilities

Sales Strategy & Deal Support (est. 40% of time)

• Partner with AEs and SAs to advance hospitality opportunities, bringing vertical-specific positioning, real-world use cases, and objection handling into live deals.
• Translate what’s working in discovery, demos, and late-stage conversations into clear, repeatable playbooks that improve win rates.
• Drive repeatability by identifying and documenting winning patterns, from discovery to closed-won.
• Own and evolve hospitality-specific sales plays, collaborating with Sales Ops to refine account fit, prioritization logic, and where the field should focus to drive the greatest impact.

Customer & Field Engagement (est. 40% of time)

• Act as a trusted hospitality advisor in customer-facing conversations, grounding discovery and solution design in a deep understanding of hotel, travel, and F&B operational realities.
• Join strategic sales calls to build buyer confidence, reinforce Klaviyo’s long-term commitment to the hospitality industry, and help teams navigate complex objections around data, integrations, and organizational change.
• Develop direct relationships with high-potential prospects, industry influencers, and partner-aligned accounts—using those relationships to both progress deals and inform Klaviyo’s broader go-to-market strategy.

Vertical Enablement & Education (est 10% of time)

• Serve as an internal expert on hospitality industry dynamics, including macro trends, evolving guest expectations, and the competitive landscape shaping lifecycle marketing in Hotels and F&B.
• Continuously synthesize insights from customer conversations, market research, and industry news—distilling what matters most for sellers into clear, actionable guidance.
• Partner with Enablement to deliver real-time training tied to pipeline sprints, partner blitzes, or new campaigns.
• Use frontline insights to shape Klaviyo’s hospitality narrative, refining how we position value and differentiate 

Marketing & Field Campaign Support (est 10% of time)

• Collaborate with Field and Partner Marketing to shape hospitality-specific messaging, campaigns, and GTM motions grounded in real customer needs.
• Represent Klaviyo in market-facing moments—webinars, regional events, and co-branded partner programs—helping establish credibility and accelerate awareness within the hospitality community.
• Support the development of case studies, benchmarks, and storytelling assets that reflect authentic hospitality success stories and directly enable sellers to unblock and advance deals.

Qualifications

• 5-6+ years of hospitality marketing experience, either in-house, at an agency or with a tech platform
• An additional 1-3 years experience in B2B SaaS with a track record in cross-functional roles that touch Sales is preferred but not required
• Familiarity with the hospitality ecosystem, including platforms like Toast, Square, NCR Aloha, Oracle Opera, Guesty, Mews, Cloudbeds, or Punchh
• Excellent communication and presentation skills—you know how to make complex industry insights actionable and clear.
• Experience working cross-functionally across Sales, Marketing, and Partnerships and influencing without authority.
• A natural teacher, coach, and strategist who brings structure to ambiguity and builds credibility with customers and colleagues alike.
• You’ve already experimented with AI in work or personal projects, and you’re excited to dive in and learn fast. You’re hungry to responsibly explore new AI tools and workflows, finding ways to make your work smarter and more efficient. 

We use Covey as part of our hiring and / or promotional process. For jobs or candidates in NYC, certain features may qualify it as an AEDT. As part of the evaluation process we provide Covey with job requirements and candidate submitted applications. We began using Covey Scout for Inbound on April 3, 2025.

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