Senior Manager, Strategic Accounts

Twilio; United States; Remote; USD 150,000 - 230,000; Full time

Benefits offered by this job

Competitive pay

Generous time off

Parental and wellness leave

Healthcare

Job summary

Twilio seeks a Senior Sales Manager to lead our Strategic Accounts team, focusing on large clients across Japan. You will mentor a full-cycle team, drive account strategy, and collaborate with product, legal, and finance to close complex deals.

Remote-first role based in Japan; travel ~35% for in-person client engagement and team alignment. Competitive pay and extensive benefits offered.

Qualifications

• 6+ years of experience with 4 years in building teams, managing all monthly forecasting, and supporting fiscal planning and revenue tracking for major regional accounts.
• Consistent track record of exceeding revenue targets and business objectives.
• Experience selling cloud-based solutions (IaaS, PaaS, CPaaS or SaaS) and managing complex deals.
• Highly analytical, data-driven, and able to think creatively to solve problems.
• Self-starter who can work with minimal supervision to drive results, even in ambiguity.
• Japanese language must for external communications; business English required for internal communications.

Responsibilities

• Lead and scale a high-performing enterprise sales team focused on strategic accounts.
• Develop, drive, and execute account strategy to deliver revenue, gross margin, and gross profit targets.
• Coordinate with cross-functional teams (Solution Engineering, Sales Dev, Legal, Engineering, Security, Marketing, Product).
• Manage and expand key customer accounts, including tech, logistics, and fintech clients.
• Forecast rigorously and provide guidance to executives; run weekly forecast reviews with team and management.
• Mentor team members; hire and retain diverse talent and support career progression.

Skills

Sales leadership

Strategic accounts

Forecasting

Cross-functional collaboration

Japanese language

Business English

Education

BA/BS degree or equivalent

MBA (a plus)

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 Senior Manager, Strategic Accounts.

About the job

This position is needed to lead relationships with our largest customers who consume our messaging, voice, platform email and customer data platform services. You will be directly responsible for protecting and growing Twilio’s business across your assigned customers As a leader, you will drive along with your team 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.

Twilio is looking for a Senior Sales Manager to lead our Strategic Accounts team. This person will lead, mentor, and scale a high-performing team of full-cycle account executives, who are passionate about working with large clients across Japan!

Responsibilities

• Talk with potential strategic customers, where you spend time learning about their needs, and then through consultation, develop a strategic plan to help their service thrive through the use of Twilio’s platform.
• Success in leading and building high-performing enterprise sales teams. Understand how to manage your team to deliver more than they may think is possible.
• Comfortable allowing your team to be Owners of their own business. Sometimes this means giving them autonomy and trusting their decisions, but stepping in and coaching when needed.
• Manage and expand some of our most important customer accounts, including high growth technology, logistics, and fintech companies.
• Develop, drive, and execute account strategy to consistently deliver strong revenue, gross margin, and gross profit results.
• Partner with and coordinate cross-functional internal teams (Solution Engineer, Sales Development, Legal, Engineering, Security, Marketing, Product) to efficiently navigate complex sales cycles
• 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
• EMPOWER OTHERS: Lead a team of AEs and manage the day-to-day operations that come along with it. Hire and retain top diverse talent, and be focused on their success and career progression!
• BE AN OWNER: Conduct weekly 1:1’s with each team member. Provide tactical and strategic deal guidance, training, and career development.
• DON’T SETTLE: Help your team build and progress pipeline, work across functions like finance, marketing, product to execute complex deals.
• RUTHLESSLY PRIORITIZE: Ensure your team maintains accurate and up-to-date CRM information. Run weekly forecast calls with both your team and up to management.
• WRITE IT DOWN: Identify and work cross functionally to resolve inefficiencies in systems and processes.
• WEAR THE CUSTOMER’S SHOES: Prioritize the Twilio customer experience and protect the Twilio Brand.

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

• 6+ years of experience with 4 years in building teams, managing all monthly forecasting, and can support fiscal planning and revenue tracking for all major accounts in the region.
• Consistent track record of exceeding revenue targets & business objectives.
• Industry experience in selling Cloud based solutions, including IaaS, PaaS, CPaaS or SaaS and managing complex sales negotiations
• Highly analytical and data driven; an innovative thinker and creative problem solver who is naturally curious.
• A self-starter who can work with minimal supervision to drive results.
• Comfortable with ambiguity and working cross-functionally in a high growth business landscape.
• BA/BS degree or equivalent required. MBA a plus (not required)
• Complicate deal and technology discussion with key customers in Japanese, professional level of Japanese speaking is MUST for external communications, and business level English is required for internal communication

Desired

• Excellent written and verbal communication skills and strong executive presence
• Ability to influence and build effective working relationships with all levels of the organisation.
• Proficiency in a local APAC language would be beneficial
• Energy and enthusiasm with a willingness to travel

Location

• This role will be remote, based in Japan.

Travel

We prioritize connection and opportunities to build relationships with our customers and each other. For this role, approximately 35% 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.

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.