Account Executive

Twilio Inc.; United States; Hybrid; USD 180,000 - 260,000; Full time

Benefits offered by this job

Work from home opportunities

Generous annual time off in all states

Comprehensive health programs

Retirement planning programs

Maternity, paternity and adoption-leaf

Family medical care leave

Snacks, drinks and catered meals

Job summary

Twilio Inc. is seeking an accomplished enterprise sales professional to drive new customer acquisition with a defined iACV quota.

You will manage analytical, consultative sales cycles, tailoring Twilio’s CPaaS solutions to complex financial services use cases and contracts. You will collaborate with Finance, Legal, Pricing, and Operations to shape mutually beneficial agreements, and you’ll present technical and financial details with clarity to prospects.

Qualifications

• 8+ years in tech sales with a proven closing track record.
• Bachelor’s Degree or equivalent years of experience.
• Experience selling to Mid‑Market and Enterprise customers.

Responsibilities

• Drive new customer acquisition with a quota for iACV.
• Own analytical, consultative sales cycles to win in competitive vendor sourcing.
• Match customer business and technical needs to Twilio CPaaS capabilities.
• Design mutually beneficial contracts with Finance, Legal, Pricing, and Operations.
• Present complex contractual, technical, and financial details clearly.
• Manage multiple deals and projects with competing priorities.
• Partner cross-functionally to develop long-range territory strategies.
• Voice the customer to product and carrier teams.
• Maintain pipeline and forecast using Salesforce.
• Travel ~20% to connect with customers in person.

Skills

Hunter

Forecasting

Communication

Negotiation

Data-driven selling

CPaaS knowledge

Enterprise sales

Education

Bachelor's degree

Tools

Salesforce

Job description

• Drive new customer acquisition, while being assigned a quota for iACV (incremental Account Contract Value)
• Own highly analytical and consultative sales cycles to win business in competitive vendor sourcing cycles with Twilio’s messaging (e.g. SMS, MMS, WhatsApp, Facebook Messenger, Google Business Messages, Account Security, etc.), voice and email solutions
• Work with customers across assigned verticals (Financial Services) to understand their business and technical requirements, and match them to the capabilities of Twilio’s communications API platform, designing a solution for their specific use cases
• Work with teams in Finance, Legal, Pricing, and Operations to design mutually beneficial contracts to address customer requirements, while balancing the needs of our business
• Be passionate about what you do, think outside the box, and use world‑class interpersonal and communication skills to present complex contractual, technical, and financial details to prospects in a way that builds confidence and comfort in the proposed solution
• Balance competing priorities and manage multiple projects and deals at the same time
• Partner cross functionally with sales, services, product, and finance to develop long range territory strategies and sales plans
• Act as the voice of the customer to Twilio’s product and carrier relations teams
• Demonstrate a strong understanding of the CPaaS industry - staying up to date on key industry initiatives and new capabilities - on behalf of your customers and the wider Twilio go‑to‑market organization
• Generate and maintain an accurate pipeline and forecast utilizing our CRM, Salesforce
• Stay current with industry changes and collaborate with your team and peers to learn and share best practices
• We prioritize connection and opportunities to build relationships with our customers and each other. For this role, approximately 20% travel is anticipated to help you connect in‑person in a meaningful way

Benefits

• Build and present a Twilio app to earn your Twilio track jacket and receive $30 per month for e‑books for continued learning and education
• Work from home opportunities
• Generous annual time off in all countries
• Comprehensive health programs
• Programs to help our employees plan for their retirement needs
• Generous maternity, paternity, and adoption leaves, as well as family medical care leave
• Variety of snacks, drinks, and catered meals in each of our locations

Comfortable working with business and highly technical leaders, while influencing their understanding and building supportive partnershipsDemonstrated track record of managing business forecasts and financial modelsExcellent verbal and written communication skills (English)Possess a total of 8 years of tech sales experience, with a minimum of 6 years in a closing roleAnalytical account development strategy based on using data to find opportunities and prove valueTechnical solutions selling experience working with real customers and prospects, listening to them, and solving problemsExperience outbound prospecting into new accounts and a strong “hunter” mentality for bringing in Mid-Market and Enterprise sized accountsEntrepreneurial mindset with appetite to define process and build programsRecord of delivering market driven results, especially to scale and enterprise customersBachelor’s Degree or equivalent years of experienceDirectly selling technical SaaS or CPaaS and experience solution selling and multi-threadingDomain expertise from a highly quantitative industry such as DevOps, Fintech, advertising optimization, investment banking, security or commodity trading especially in non-standard segmentsDeep experience working with telecom companies, including CPAAS, SMS aggregators, carriers, or global communications platformsSoftware, SaaS, CPaas or PaaS selling experienc