GTM Innovation Account Executive

As a GTM Innovation Account Executive, within our Specialist Sales organization, you will be responsible for prospecting, solution selling and closing opportunities for new Twilio products.

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 pre-revenue growth by validating sales motions, ICPs, and use cases.

This role is for highly flexible AEs, with deep integration with Global Sales, Specialist Sales, Product Management, Field Marketing, Finance, and Solutions Engineering teams.

Responsibilities:

• Acquire customers for new product offerings across the full Twilio portfolio
• Own highly analytical and consultative sales cycles with internal and external stakeholders to help customers unlock value from net new product offerings
• Multi-thread Enterprise accounts and build trusted relationships at all levels, acting as a strategic partner to the C-Suite to drive sustained double-digit growth
• Work with customers across 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
• 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 teams
• Establish yourself as a subject matter expert across multiple product categories with a focus on leveraging deep technical expertise to lead complex, multi-product digital initiatives
• 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:

• 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
• Entrepreneurial mindset with appetite to define process and build programs
• Excellent verbal and written communication skills (English)

Desired:

• Demonstrated track record of managing business forecasts and financial models
• Record of delivering market-driven results, especially to scale and enterprise customers
• Bachelor’s Degree or equivalent years of experience

Location: Remote - US

Travel: Approximately 30-40% travel is anticipated.

Compensation:

• Estimated pay ranges for this role are as follows:
• Based in Colorado, Hawaii, Minnesota or Vermont: $132,192- $165,240
• Based in Washington D.C., Illinois, Maryland, Massachusetts or California (outside of the San Francisco Bay Area): $139,000- $174,420
• Based in New York, New Jersey, Washington State, or the San Francisco Bay area, California: $146,880 - $183,600
• 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.