Description
At Twilio, we're seeking a Senior Manager to join the Strategic Operations pillar within Sales, Operations and Enablement. The team lead of this pillar is the architect of how our global sales organization measures success and reviews performance. As a Senior Manager, you will move the organization away from reactive reporting toward a defined, consistent and proactive model. You will be responsible for designing the standardized frameworks for forecasts, pipeline reviews, etc. ensuring that a leader in London is looking at the business exactly the same way as a leader in San Francisco.
This is a collaborative leadership role. You will act as a consultant to our Global Sales Leaders, incorporating their field-level feedback to ensure our operating cadences are not just 'corporate requirements,' but high-value tools that help them drive their business.
Responsibilities:
- Global Operating Rhythm: Design and enforce a unified GTM operating cadence, establishing standardized reporting and meeting structures for forecasts, pipeline reviews, MBRs, and QBRs.
- Metric Governance: Define and maintain the global 'Single Source of Truth' for all KPIs, ensuring absolute consistency in definitions and reporting across all regions and business units.
- Strategic Review Playbooks: Build standardized frameworks that enable sales leadership to proactively identify performance gaps,across headcount, pipeline, and revenue,before they impact end-of-quarter results
- Early Warning Systems: Develop and manage a suite of leading indicators (e.g., pipeline hygiene, activity metrics, and stage conversion) to identify risks and opportunities within the GTM engine in real-time
- Capacity & Execution Tracking: Own the Twilio GTM capacity model to ensure the organization is scaling as planned (headcount, ramp, and productivity), partnering closely with Finance and HR to maintain alignment with budget
- Stakeholder Feedback Integration: Partner with global sales leaders to incorporate field-level feedback into the operating cadence, ensuring centralized systems remain relevant and high-value for the people running the business
- Team Leadership & Quality Control: Lead and develop a high-performing team, ensuring all executive-level deliverables meet the highest standards of data accuracy, narrative clarity, and professional polish
Qualifications:
- 8+ years in Revenue Operations, Sales Strategy, or Management Consulting.
- Proven ability to work with strong-willed Sales Leaders, incorporating their feedback while maintaining the integrity of global standards.
- Experience building operating frameworks for organizations with 500+ reps.
- Advanced proficiency in modeling (Excel/SQL/Tableau) with a focus on sales capacity and productivity.
- Ability to tell a compelling story with data and hold senior VPs accountable to the global operating standards.
Travel: Approximately 10% 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:
The estimated pay ranges for this role are as follows:
- Based in Colorado, Hawaii, Illinois, Maryland, Massachusetts, Minnesota, Vermont, or Washington D.C.: $155,520 - $194,400.
- Based in New York, New Jersey, Washington State, or California (outside of the San Francisco Bay area): $164,640 - $205,800.
- Based in the San Francisco Bay area, California: $182,960 - $228,700.
This role may be eligible to participate in Twilio's equity plan and corporate bonus 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.
The successful candidate's starting salary will be determined based on permissible, non-discriminatory factors such as skills, experience, and geographic location.