The role
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.
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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.
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See yourself at Twilio
Join the team as our next New Business Account Executive.
About the job
As a New Business Account Executive, within our Global Sales organization, you will be responsible for prospecting, solution selling and closing new business opportunities across the entire Twilio platform. 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 profitable revenue growth by making multi-product selling the default sales motion. This role is highly cross functional, with deep integration with Specialist Sales, Product Management, Field Marketing, Finance, and Solutions Engineering teams.
Responsibilities
In this role, you’ll:
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- Be responsible for new customer acquisition across the full Twilio portfolio, while being assigned a quota for iACV (incremental Account Contract Value)
- Own highly analytical and consultative sales cycles to move past transactional vendor relationships and help customers unlock value seamlessly across our portfolio.
- 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 assigned 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 and carrier relations teams.
- Establish yourself as a subject matter expert in the unified communications and data platform industry.
- Establish yourself as a subject matter expert in the vertical industries you are focused 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:
Demonstrated track record of selling and closing in the cloud communications and customer data platform market, with a focus on driving multi product adoption. Specific requirements:
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- 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.
- 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 in CPaaS, Data Platforms or global communications platforms.
- Domain expertise from a highly quantitative industry such as Retail, eCommerce, DevOps, Fintech, Insurance, advertising optimization, banking, or security or Software, SaaS, CPaas or PaaS selling experience.
Location
This role will be remote, based in Singapore
Travel
We prioritize connection and opportunities to build relationships with our customers and each other. For this role, More than 30% travel is anticipated to help you connect in-person in a meaningful way.
What We Offer
There are many benefits to working at Twilio, including, in addition to competitive pay, things like 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.
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.
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Stay alert to recruitment fraud
We care about your safety. Scammers sometimes impersonate Twilio recruiters through fake job postings, emails, websites, or messages. Please ensure you are engaging with an official @twilio.com email address. We will never ask for payment, gift cards, cryptocurrency, or banking information during the recruiting process. We do not make job offers without a formal interview process or conduct interviews exclusively through text-based messaging apps.
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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.