Commercial Finance Manager, Carrier Relations

Twilio; United States; Remote; USD 102,000 - 142,000; Full time

Benefits offered by this job

Health care insurance

401(k) retirement plan

Paid sick time

Paid personal time off

Paid parental leave

Job summary

Twilio Inc. is hiring a Commercial Finance Manager, Carrier Relations, to lead financial diligence and deal structuring for carrier negotiations. You will own deal economics, mitigate financial risk, and act as the strategic finance partner to Carrier Relations in a remote-first, globally distributed finance team.

You will build deal models, review terms, and drive negotiation guardrails, while mentoring analysts and collaborating with executive leadership to optimize deal outcomes.

Qualifications

• 8+ years in commercial/strategic finance or related analytical role.
• Strong financial modeling and risk assessment capabilities.
• Experience leading financial strategy for vendor negotiations and pricing structures.
• Ability to influence senior stakeholders and move decisions to resolution.
• Experience establishing analytical standards, guardrails, and approval processes.
• Knowledge of Salesforce or similar workflow systems; Oracle is a plus.

Responsibilities

• Lead financial diligence for complex carrier agreements and wholesale transactions; evaluate pricing, margins, fees, terms, cash flow.
• Build and review deal models to compare terms under volume, traffic, and rate changes; propose structures and guardrails.
• Collaborate with Carrier Relations, Routing Ops, and other teams to resolve financial deal decisions and secure approvals.
• Design and improve the Deal Desk Finance process, standardize deal models, and define system requirements (Salesforce/ERP).
• Track post-signature commitments and exposure; use performance to improve future deals.
• Identify recurring deal themes and opportunities to improve policy and commercial strategy.
• Coach analysts and partner with Finance Director to optimize the Carrier Deal Desk.

Skills

Commercial finance

Financial modeling

Vendor negotiations

Deal structuring

Stakeholder management

Salesforce/ERP systems

Cash flow analysis

Tools

Salesforce

Oracle

Job description

Who we are

At the company, 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 the company is in your hands..

Hiring and how we work

We use Artificial Intelligence (AI) to help make our hiring process efficient. That said, every hiring decision is made by real Twilions!

Also, while we are a remote-first company, you may be asked to report in person on an ad-hoc basis for team gatherings, functional off-sites or customer meetings..

See yourself at the company

Join the team as the company’s next Commercial Finance Manager, Carrier Relations

About the job

Join the Finance team supporting carrier supplier negotiations and wholesale trading transactions. In this role, you will lead the financial assessment of complex agreements, shape commercially sound deal structures, and deliver clear recommendations to executive decision-makers. While Carrier Relations leads the direct supplier negotiations, you will serve as their strategic Finance partner—owning the deal economics, mitigating financial risk, and ensuring approval quality.

Responsibilities

In this role, you’ll:

• Lead financial diligence for complex and high-value carrier agreements and relevant wholesale transactions across, including those with nonstandard commercial structures. Evaluate pricing, margin, regulatory pass-through fees, commitments, payment terms, cash flow impacts, and other sources of financial exposure.
• Build and review deal models and scenarios that show how proposed terms perform under changes in volume, traffic mix, rates, and other key assumptions. Recommend structures and negotiation guardrails based on the analysis.
• Partner with Carrier Relations, Routing Operations, and other stakeholders to drive resolution of financial deal decisions, document trade-offs, and move deals through the appropriate approval path. Escalate material exceptions to executive committees with a clear recommendation.
• Own the design and continuous improvement of the Deal Desk Finance process, including required inputs, review steps, approval guardrails, exception handling, and handoffs. Establish standardized deal models and analysis practices, and define business requirements for Salesforce or other enterprise workflows. Partner with Systems and business teams on solution design, testing, and adoption.
• Track key commitments and deal assumptions after signature, identify emerging exposure, and use actual performance to improve future deal decisions and guardrails.
• Identify recurring deal themes, risks, and opportunities, and translate them into practical improvements to policy, process, and commercial strategy.
• Coach senior analysts on modeling, financial judgment, and executive recommendations. Partner with the Finance Director to build and refine how the Carrier Deal Desk operates.

Qualifications

the company 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 the company. We are always looking for people who will bring something new to the table!

Required:

• 8+ years in commercial finance, strategic finance, procurement finance, pricing, Deal Desk, or a related analytical role involving complex commercial agreements.
• Strong financial modeling skills and the judgment to independently evaluate supplier economics, test assumptions, assess risk, and recommend a course of action.
• Demonstrated experience leading the financial strategy for high-stakes vendor negotiations, including structuring pricing, volume commitments, cash flow terms, and mitigating nonstandard commercial risks.
• Ability to influence senior stakeholders across Finance and commercial teams, communicate financial trade-offs clearly, and move ambiguous decisions toward resolution.
• Experience establishing analytical standards, financial guardrails, or approval processes and coaching other analysts as a senior individual contributor.
• Strong working knowledge of Salesforce or similar workflow systems and enterprise financial systems; Oracle experience is a plus.

Desired:

• Strongly preferred: Experience with telecommunications carriers, CPaaS, wholesale messaging or voice, or carrier relations, including familiarity with carrier pricing, routing economics, supplier agreements, and volume-based commercial structures.
• Spanish or Portuguese language skills are a plus.

Location

This role will be remote, but is not eligible to be hired in San Francisco, CA, Oakland, CA, San Jose, CA, or the surrounding areas.

Travel

We prioritize connection and opportunities to build relationships with our customers and each other. For this role, you may be required to travel occasionally to participate in project or team in-person meetings.

What We Offer

Working at the company 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

• Based in Colorado, Hawaii, Illinois, Maryland, Massachusetts, Minnesota, Vermont or Washington D.C. : $96,640 - $120,800.
• Based in New York, New Jersey, Washington State, or California (outside of the San Francisco Bay area): $102,240 - $127,800.
• Based in the San Francisco Bay area, California: $113,600 - $142,000.
• This role may be eligible to participate in the company’s equity plan and corporate bonus 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.

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 are intended to be accepted until 01/01/2027 but may change based on business needs.

the company 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 the company Magic. Additionally, we empower employees to build positive change in their communities by supporting their volunteering and donation efforts.

the company 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, the company participates in the E-Verify program in certain locations, as required by law.