GTM Innovation Account Executive

Twilio; Oregon; Hybrid; USD 140,000 - 170,000; 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 seeking a GTM Innovation Account Executive for its Specialist Sales organization. You will prospect, solution-sell, and close opportunities for new Twilio products with enterprise clients.

You will validate sales motions, ICPs, and use cases while partnering with Global/ Specialist Sales, Product Management, and Field Marketing. The role is remote-first with occasional in-person meetings. Expect to travel 30-40% to engage large accounts and drive double-digit growth across

Qualifications

• 12 years of full cycle sales experience
• 5+ years managing analytical product teams
• Direct selling technical SaaS/CPaaS or data platforms
• Outbound prospecting and total account relationship
• Consultative technical solution selling with deep discovery
• Data/AI-driven business value articulation
• Analytical account development using data
• Entrepreneurial mindset and program building
• Excellent verbal and written English communication

Responsibilities

• Acquire customers for new product offerings across Twilio portfolio
• Own analytical sales cycles with stakeholders to unlock value
• Manage multiple enterprise accounts and build C-suite partnerships
• Understand business/technical requirements across verticals and regions
• Collaborate with Product Specialists and Enterprise Strategists to incubate solutions
• Design mutually beneficial contracts across Finance, Legal, Pricing, Product
• Execute multiple projects with shifting priorities
• Develop long-range territory strategies and sales plans
• Act as voice of the customer to product teams
• Lead multi-product digital initiatives leveraging technical depth
• Articulate benefits of unified GTM to vertical clients
• Maintain accurate pipeline and forecast in CRM Salesforce

Skills

Full cycle sales

Analytical products leadership

SaaS/CPaaS sales

Outbound prospecting

Solution selling

Data/AI value

Account development

Entrepreneurial mindset

English communication

Education

Bachelor's Degree or equivalent

Tools

CRM / Salesforce

Job description

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.

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 Twilio

Join the team as Twilio's next GTM Innovation Account Executive

About the job

As a GTM Innovation Account Executive, within our Specialist Sales organization, you will be responsible for prospecting, solution selling and closing opportunities for new Twilio products. In this role, you will be directly responsible for becoming an essential strategic partner to some of the largest and fastest growing enterprise companies. You will drive pre-revenue growth by validating sales motions, ICPs, and use cases. This role is for highly flexible AEs, with deep integration with Global Sales, Specialist Sales, Product Management, Field Marketing, Finance, and Solutions Engineering teams.

Responsibilities

• Be responsible for acquiring customers for new product offerings across the full Twilio portfolio
• Own highly analytical and consultative sales cycles with internal and external stakeholders to help customers unlock value from net new product offerings
• Ability to multi-thread Enterprise accounts and comfortable building trusted relationships at all levels and acting as a strategic partner to the C-Suite to drive sustained double-digit growth
• Work with customers across verticals and regions to understand their business and technical requirements, partnering with the Specialist Sales organization to bring deep technical and domain expertise to complex deals
• Collaborate with Product Specialists, Value Engineering, and Enterprise Strategists to incubate new solutions and accelerate the adoption of Twilio platform
• Work with teams in Finance, Legal, Pricing, Product, and Operations to design mutually beneficial contracts to address customer requirements, while balancing the needs of our business
• Simultaneously execute multiple projects and deals while maintaining high performance across shifting priorities
• Partner cross functionally with Specialist Sales, services, product, and GTM Strategy & Operations to develop long-range territory strategies and sales plans
• Act as the voice of the customer to Twilio's product teams
• Establish yourself as a subject matter expert across multiple product categories with a focus on leveraging deep technical expertise to lead complex, multi-product digital initiatives
• Ability to crisply articulate the power of unified GTM organization and how it benefits vertical industry clients by streamlining their strategic relationship with Twilio
• Generate and maintain an accurate pipeline and forecast utilizing our CRM, Salesforce

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 12 years of full cycle sales experience, with a minimum of 5 years managing or leading quantitative highly analytical products or solutions for their customers
• Directly selling technical SaaS or CPaaS or Data platforms while moving beyond transactional sales into strategic partnerships
• Experience outbound prospecting and executing a "total account relationship" strategy to drive profitable revenue growth. Proven track record in consultative technical solution selling, with a focus on conducting deep discovery to translate complex customer pain points into integrated SaaS and API solutions
• Comfortable working with both line of business and highly technical leaders, while influencing their understanding of how integrated data and AI drive business value
• Analytical account development strategy based on using data to find opportunities and prove value and making multi-product selling the default for every engagement
• Entrepreneurial mindset with appetite to define process and build programs
• Excellent verbal and written communication skills (English)

Desired

• Demonstrated track record of managing business forecasts and financial models
• Record of delivering market driven results, especially to scale and enterprise customers
• Bachelor's Degree or equivalent years of experience

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 30-40% 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. Offers from this role travel: TBD

Compensation

Based on 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.

• 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): $139,000- $174,420
• Based in New York, New Jersey, Washington State, or the San Francisco Bay area, California: $146,880 - $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.

Application deadline information

Applications for this role are intended to be accepted until October 7, 2026, but may change based on business needs.

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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.