GTM Innovation Account Executive

SendGrid, Inc.; United States; Remote; USD 132,000 - 183,000; Full time

Benefits offered by this job

Health care

401(k) retirement

Paid sick time

Paid personal time off

Paid parental leave

Job summary

Twilio is seeking a GTM Innovation Account Executive to prospect, solution-sell, and close opportunities for new Twilio products. You will become a strategic partner to large enterprise customers, driving pre-revenue growth by validating ICPs and use cases.

This role requires deep cross-functional collaboration with Global/Specialist Sales, Product Management, and Solutions Engineering to accelerate adoption of the Twilio platform.

Qualifications

• 12 years total full-cycle sales experience with 5+ years leading analytical products.
• Directly selling technical SaaS/CPaaS/data platforms and moving to strategic partnerships.
• Outbound prospecting and total account relationship approach to drive revenue.
• Experience with executive-level influence and data-driven opportunities.
• Analytical account development and multi-product selling focus.

Responsibilities

• Acquire customers for new product offerings across the Twilio portfolio.
• Own analytical, consultative sales cycles with internal/external stakeholders.
• Build trusted relationships at C-Suite levels to drive double-digit growth.
• Understand business/technical needs and partner with Specialist Sales on complex deals.
• Collaborate with Product, Value Engineering, and Enterprise Strategists to incubate solutions.
• Design contracts with Finance, Legal, Pricing, and Operations to fit customer needs.
• Manage multiple projects and deals with shifting priorities.
• Develop long-range territory strategies with GTM stakeholders.
• Be the voice of the customer to product teams and lead multi-product initiatives.
• Articulate the value of a unified GTM organization for verticals.

Skills

Full cycle sales

SaaS sales

CPaaS

Data platforms

Outbound prospecting

Strategic partnerships

Discovery & solution selling

Executive stakeholder engagement

Data-driven account development

Multi-product selling

English communication

Education

Bachelor’s degree or equivalent

Tools

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.

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

In this role, you’ll:

• 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.

Compensation

*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): $139,000- $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.

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.

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.