Strategic Account Executive 4 - ISV at Twilio

Who we are At Twilio, we’re shaping the future of communications, all from the comfort of our homes. We deliver innovative solutions to hundreds of thousands of businesses and empower millions of developers worldwide to craft personalized customer experiences. Our dedication to remote-first work, and strong culture of connection and global inclusion means that no matter your location, you’re part of a vibrant team with diverse experiences making a global impact each day. As we continue to revolutionize how the world interacts, we’re acquiring new skills and experiences that make work feel truly rewarding. Your career at Twilio is in your hands. We use Artificial Intelligence (AI) to help make our hiring process efficient. That said, every hiring decision is made by real Twilions! . About the job This position is needed to lead relationships with our growth and mid-market Communications platform customers who consume our messaging, voice and email services. You will be directly responsible for protecting and growing Twilio’s communications business across your assigned customers. As a Strategic Account Executive, you will drive highly analytical and consultative sales cycles with customers that are running large scale, global, competitively sourced, compliance-heavy, use case-specific businesses. This role is highly cross functional, and your success will depend on building deep partnerships across product management, finance, support, and operations. Responsibilities In this role, you’ll: • Manage and expand some of our most important ISV customer accounts. • Develop, drive, and execute account strategy to consistently deliver strong revenue, gross margin, and gross profit results. • Partner closely with other Twilio teams to identify new revenue opportunities within your ISV account portfolio. • Serve on a cross-functional account team with representatives from product, finance, support, and services teams. • Run a disciplined forecast, consistently achieve goals, and present guidance to executive management. • Run highly consultative sales cycles with our largest customers with a focus on deep discovery, listening to customer needs and being an effective champion for their point of view in the organization. • Generate and maintain an accurate sales pipeline and forecast utilizing our CRM, SalesforceStay current with industry changes and collaborate with your team and peers to learn and share best practices Qualifications Twilio values diverse experiences from all kinds of industries, and we encourage everyone who meets the required qualifications to apply. If your career is just starting or hasn't followed a traditional path, don't let that stop you from considering Twilio. We are always looking for people who will bring something new to the table! Required: • Possess a total of 8 years of sales experience, with a minimum of 3 years dedicated to major account or strategic sales. • Demonstrate expertise in managing or leading quantitative, highly analytical products and solutions for customers. • Accountable for relationship management, cross sells, upsells and solutions consulting. • Comfortable working with business and highly technical leaders, while influencing their understanding and building supportive partnerships. • Analytical account development strategy based on using data to find opportunities and prove value. • Demonstrated track record of managing business forecasts and financial models. • Entrepreneurial mindset with appetite to define process and build programs. • Record of delivering revenue and gross profit results, especially for large-scale and enterprise customers. • Excellent verbal and written communication skills. • Bachelor’s Degree or equivalent years of experience Desired: • Deep experience working with telecom companies, including CPAAS, SMS aggregators, carriers, or global communications platforms. • Domain expertise from a highly quantitative industry such as DevOps, Fintech, advertising optimization, investment banking, security or commodity trading especially in non-standard segments. • Software, SaaS, CPaas or PaaS selling experience. • Experience selling through ISV partners Location This role will be remote, but is not eligible to be hired in CT, NJ, NY, WA, PA or the surrounding areas of San Francisco, CA, Oakland, CA, or San Jose, CA Travel We prioritize connection and opportunities to build relationships with our customers and each other. For this role, approximately 15% travel is anticipated to help you connect in-person in a meaningful way. What We Offer Working at Twilio offers many benefits, including competitive pay, generous time off, ample parental and wellness leave, healthcare, a retirement savings program, and much more. Offerings vary by location. Compensation The successful candidate’s starting salary will be determined based on permissible, non-discriminatory factors such as skills, experience, and geographic location. *Please note this role is open to candidates outside of California, Colorado, Hawaii, Illinois, Maryland, Massachusetts, Minnesota, New Jersey, New York, Vermont, Washington D.C., and Washington State. The information below is provided for candidates hired in those locations only. The estimated pay ranges for this role are as follows: • Based in Colorado, Hawaii, Minnesota or Vermont : $132,192 - $165,240. • Based in Washington D.C., Illinois, Maryland, Massachusetts or California (outside of the San Francisco Bay Area): $139,536 - $174,420. • Based in New York, New Jersey, Washington State, or the San Francisco Bay area, California: $X146,880 - $183,600. • This role may be eligible to participate in Twilio’s equity plan. All roles are generally eligible for the following benefits: health care insurance, 401(k) retirement account, paid sick time, paid personal time off, paid parental leave. • This role is eligible to earn commissions. The successful candidate’s starting salary will be determined based on permissible, non-discriminatory factors such as skills, experience, and geographic location. Applications for this role will be accepted on an on-going basis. Twilio thinks big. Do you? We like to solve problems, take initiative, pitch in when needed, and are always up for trying new things. That's why we seek out colleagues who embody our values — something we call Twilio Magic. Additionally, we empower employees to build positive change in their communities by supporting their volunteering and donation efforts. So, if you're ready to unleash your full potential, do your best work, and be the best version of yourself, apply now! If this role isn't what you're looking for, please consider other open positions. Twilio is proud to be an equal opportunity employer. We do not discriminate based upon race, religion, color, national origin, sex (including pregnancy, childbirth, reproductive health decisions, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, genetic information, political views or activity, or other applicable legally protected characteristics. We also consider qualified applicants with criminal histories, consistent with applicable federal, state and local law. Qualified applicants with arrest or conviction records will be considered for employment in accordance with the Los Angeles County Fair Chance Ordinance for Employers and the California Fair Chance Act. Additionally, Twilio participates in the E-Verify program in certain locations, as required by law.