Industry Advisor, Hospitality

About the team and role:

Klaviyo is building the future of CRM, and the Industry Advisor will accelerate our expansion in Hospitality, specifically Hotels & Travel and Entertainment & Recreation businesses. This role sits at the intersection of industry expertise, value consulting, and go-to-market execution. The Industry Advisor acts as a trusted resource and executive-level proxy in Hospitality prospect conversations to drive opportunity progression and closed-won ARR.

This is a highly visible, cross-functional role. You’ll work closely with Account Executives (AEs) and Solutions Engineers (SEs), and collaborate with Product, Product Marketing, Customer Success, Partnerships, and Enablement to make sure what we learn from customers is operationalized. The result is a hospitality motion that is compelling, repeatable, and scalable. You’ll operate at both the deal and systems level, supporting high-impact opportunities while identifying patterns that can be scaled across the field.

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

How you’ll make a difference:

Executive Advisory & Verticalized Deal Support

• Partner with AEs and SEs to advance hospitality opportunities, bringing vertical-specific positioning, real-world use cases, and a deep understanding of prospects’ 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
• Develop direct relationships with high-potential prospects, industry influencers, and partner-aligned accounts to progress deals and inform Klaviyo’s broader go-to-market strategy.
• Translate what’s working in discovery, demos, and late-stage conversations into clear, repeatable playbooks that improve win rates, and document winning patterns from discovery to closed-won.

Value Consulting & Executive Translation

• Translate Klaviyo’s platform into business outcomes for CMOs, CDOs, CEOs, and other executive decision-makers.
• Partner with prospects to build business cases for platform value creation and revenue impact.
• Champion a value-led selling motion for the hospitality vertical, bringing ROI conversations into the opportunity cycle early rather than as a late-stage justification step.
• Define the economic buyer KPIs that anchor each value case.
• Feed hospitality-specific value benchmarks (e.g., lift from lifecycle marketing on direct bookings, loyalty, guest retention) back to the Value Consulting and Product Marketing teams.

Thought Leadership, Field Intelligence & Product Feedback

• Continuously synthesize insights from customer conversations, market research, and industry news into clear, actionable guidance for sellers.
• Synthesize patterns from recent wins and losses into vertical playbooks that help sellers and educate Partnerships and Product on the integrations and features that matter most.
• Own a recurring Hospitality Field Intelligence memo that carries customer needs and competitive gaps to Product, Product Marketing, and Customer Success.
• Collaborate with Product Marketing to shape hospitality-specific messaging and GTM motions, and deliver insights that inform sales plays for Product Marketing, Partner Marketing, Enablement, and Sales Leadership.
• Collaborate with Marketing on hospitality campaigns and thought leadership content, facilitate CMO/CXO roundtables, and support case studies and storytelling assets that reflect authentic hospitality success stories.
• Represent Klaviyo at industry events, executive forums, customer advisory boards, webinars, regional events, and co-branded partner programs to generate pipeline and establish credibility in the hospitality community.
• Serve as a feedback loop between the field and Product and Engineering, surfacing customer needs, competitive gaps, and platform direction based on real-world usage and enterprise requirements.
• Performs other related duties as assigned.

Who you are:

• Deep applied experience in hospitality marketing, with the credibility to advise both colleagues and customers.
• Experienced in advising or presenting to executive stakeholders (CMO, CDO, CEO) and translating platform capabilities into business outcomes and value cases.
• Excellent communication and presentation skills, with the ability to make complex industry insights actionable and clear.
• Skilled at 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.
• A strategic thinker with vision, dedicated to the growth and evolution of the hospitality motion.
• A force multiplier who brings operational discipline and motivates the broader Sales team to meet exceptionally high standards of performance.

Education and Experience:

• 7-10+ years of hospitality marketing experience, either in-house, at an agency, or with a tech platform.
• An additional 1-3 years of B2B SaaS experience in cross-functional roles that touch Sales is preferred but not required.
• Familiar with the hospitality ecosystem, including platforms like Oracle Opera, Guesty, Mews, Cloudbeds, Mindbody, and Zenoti.

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