Twilio
Account Director - New Business
Job Summary
This role involves managing full cycle sales processes to acquire new customers and expand Twilio’s messaging, voice, and email product offerings. Candidates should have extensive experience in technical SaaS or CPaaS sales, with strong analytical and consultative selling skills. The position requires collaboration with cross-functional teams and the ability to develop tailored communication solutions for clients across various industries. The role is remote, based in the U.S., and includes responsibilities such as pipeline management, contractual negotiations, and industry insights.
Required Skills
Benefits
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.
See yourself at Twilio
Join the team as Twilio’s next Account Director.
About the job
As a New Business Account Director, you will be responsible for prospecting, solution selling and closing new business opportunities across our Messaging, Voice and Email products. In this role, you will be directly responsible for expanding our messaging business with some of the largest and fastest growing mid-market and enterprise companies, spanning industries. New Business Account Directors are experts in the CPaaS ecosystem and Twilio’s product offerings. This role is highly cross functional, with deep integration with product management, carrier relations, finance, and solutions engineering teams.
Responsibilities
In this role, you’ll:
- Be responsible for 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 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.
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 10 years of full cycle sales experience, with a minimum of 3 years managing or leading quantitative highly analytical products or solutions for their customers.
- Directly selling technical SaaS or CPaaS
- Experience outbound prospecting into install base, greenfield prospecting into new accounts, and executing strong QBR strategy for territory penetration
- Technical solutions selling experience working with real customers, listening to them, and solving problems
- Comfortable working with business and highly technical leaders, while influencing their understanding and building supportive partnerships
- Analytical account development strategy based on using data to find opportunities and prove value
- Demonstrated track record of managing business forecasts and financial models
- Entrepreneurial mindset with appetite to define process and build programs
- Record of delivering market driven results, especially to scale and enterprise customers
- Excellent verbal and written communication skills (English)
- Bachelor’s Degree or equivalent years of experience
Desired:
- Deep experience working with telecom companies, including CPAAS, SMS aggregators, carriers, or global communications platforms.
- Domain expertise from a highly quantitative industry such as DevOps, Fintech, advertising optimization, investment banking, security or commodity trading especially in non-standard segments.
- Software, SaaS, CPaas or PaaS selling experience
Location
- This role will be remote, based in the United States.
Travel
We prioritize connection and opportunities to build relationships with our customers and each other. For this role, approximately 30% 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 : $147,600.00 - $184,500.00.
- Based in Washington D.C., Illinois, Maryland, Massachusetts or California (outside of the San Francisco Bay Area): $155,800.00 - $194,800.00.
- Based in New York, New Jersey, Washington State, or the San Francisco Bay area, California: $164,000.00 - $205,000.00.
- 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.
Applications for this role are intended to be accepted until July 15, 2025, 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.
So, if you're ready to unleash your full potential, do your best work, and be the best version of yourself, apply now! If this role isn't what you're looking for, please consider other open positions.
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.
Twilio
Connect with customers on their preferred channels—anywhere in the world. Quickly integrate powerful communication APIs to start building solutions for SMS and WhatsApp messaging, voice, and email.
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