Senior GTM Business Architecture Manager

As the Senior Manager of GTM Business Architecture at Twilio, you will serve as the engine room for how Twilio's revenue processes scale. You will sit at the high-stakes intersection of Sales Strategy, Operations, and Enterprise Technology (ET).

Your mission is to translate macro commercial strategies into high-fidelity, actionable business blueprints. You will act as the Domain Owner for specific GTM workflows, serving as the primary bridge between the Field and Enterprise Tech.

Responsibilities:

• Domain Ownership & Process Design: Act as the strategic owner for specific segments of the GTM lifecycle (e.g., Prospecting, Deal Execution, Specialist Alignment). Conduct systemic audits of existing sales motions to pinpoint bottlenecks, then architect the 'to-be' workflows to eliminate non-selling friction.
• Requirements Governance (The 'What' & 'Why'): Author high-fidelity Business Requirement Documents (BRDs), process flowcharts, and User Stories. Define the upstream 'Data Contracts,' partnering closely with ET leads who own the technical configuration (the 'How').
• Strategic Intake Triage: Utilize the GTM Priority Matrix to evaluate and rank inbound field requests. Actively filter out tactical 'noise,' trading off field requests against technical debt to ensure engineering resources are focused solely on the highest-ROI drivers.
• UAT & Defect Governance: Lead the User Acceptance Testing (UAT) framework for your domain. Execute test scripts, run defect triage (prioritizing bugs vs. enhancements), and manage the Business 'Go/No-Go' sign-off.
• The Closed-Loop Feedback Engine: Partner with Enablement and Data Analytics to track downstream adoption. Monitor system telemetry (e.g., Gong AI trackers, Outreach metrics) to measure behavioral adoption, tying the technical build to quantifiable revenue ROI.
• GTM AI Execution: Support the deployment of the GTM AI roadmap. Operationalize Generative AI POCs into daily rep workflows, capturing frontline feedback to iterate and scale.
• Cross-Functional Alignment: Maintain strict operational boundaries (RACI) across GTM, ET, and Enablement. Provide the functional blueprints to Enablement to ensure training aligns perfectly with the technical architecture.

Qualifications:

• Strategic Mindset with Consulting & Technical Depth: 7+ years of experience within a management consulting firm, enterprise revenue architecture function, or GTM transformation group.
• The 'Technical Translator': Exceptional ability to simplify complex technical concepts for GTM stakeholders, while simultaneously translating vague business 'wants' into precise technical 'needs' for ET engineers.
• Systems Fluency: Deep expertise in the Salesforce ecosystem and integrated GTM tools (e.g., Gong, Outreach).
• Think Like a Seller: Proven ability to empathize with the Field. You understand sales psychology and how to design systems that maximize rep productivity and minimize administrative tax.
• Process Rigor: Deep experience building structured artifacts (BRDs, process mapping, executive-level decks).
• The 'Driver' Persona: You don't wait for permission. You identify friction, get people aligned, build a business case for a solution, and see it through to execution without letting standard processes fall through the cracks.
• Scale Mindset: You build for where the Twilio Revenue Engine will be in 2 years, not just patching the problems of today.