# Director, GTM Business Architecture

**Company**: Twilio
**Location**: Remote - US
**Work arrangement**: remote
**Experience**: senior
**Job type**: full-time
**Salary**: $171,120.00 - $213,900.00
**Category**: Sales
**Industry**: Technology

**Apply**: https://job-boards.greenhouse.io/twilio/jobs/7819432?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply
**Canonical**: https://yubhub.co/jobs/job_447f4139-593

## Description

As the Director of GTM Business Architecture & Transformation, you will design the business blueprint for how our revenue engines scale. You sit at the high-stakes intersection of Sales Strategy & Operations and Enterprise Technology (ET). Your mission is to ensure that our global GTM processes are not just functional, but a competitive advantage.

In this role, you'll:

- Process Design: Drive the design of new GTM capabilities and systemic process enhancements. You will audit existing sales motions to pinpoint bottlenecks, then architect the 'to-be' state for specific workflows to ensure our tech stack is a force multiplier for the field, not a hurdle. Optimise for rep productivity, data integrity, and customer experience.

- Corporate Transformation: Serve as the primary GTM stakeholder representative into company-wide system and business process transformations (e.g., CRM migrations, tool integrations, or Billing system overhauls).

- AI & Innovation: Architect the GTM AI roadmap. Identify and define the requirements for GenAI capabilities that automate manual tasks and provide predictive insights to the field.

- Data Integrity: Collaborate with Data Engineering to ensure process design supports clean, automated reporting and data integrity

- Requirements Governance: Lead the definition of business requirements, process flows, and user stories (the 'What' + the 'Why'); partnering with ET who owns the functional design and technical feasibility (the How'). Ensure that what Enterprise Tech builds is exactly what the business needs.

- Strategic Intake & Prioritization: Establish and lead a formal intake and prioritization framework to rank field requests. You will trade-off field requests against technical debt and strategic imperatives, ensuring the engineering team is always focused on the highest-ROI drivers for the GTM organisation

- UAT & Quality: Own the User Acceptance Testing (UAT) framework. Ensure no tool or feature launches unless it meets the 'Field-Ready' standard.

- Tooling Roadmap: Manage the prioritisation of the GTM tech stack, balancing 'keep the lights on' fixes with 'game-changing' innovations.

- VOTF Leadership: Design and lead 'Voice of the Field' programmes to gather grassroots feedback from sales, specialists and partner GTM orgs. Synthesise this feedback into actionable roadmap items.

- Change Management: Lead the launch strategy for new capabilities, partnering with Enablement to ensure high adoption and measurable ROI.

- People Management: Attract, develop, and lead a small, elite team of Business Architects/Analysts.

- Executive Influence: Act as a trusted advisor to VP/SVP leaders in GTM and Enterprise Technology, navigating conflicting priorities to drive a unified GTM vision.

## Skills

### Required
- Experience in GTM Operations, Business Systems, or Management Consulting
- Deep expertise in the Salesforce ecosystem and integrated GTM tools
- Shaping AI strategy for revenue organisations
- 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 implementation with cross-functional teams.
- Communication & Influence: Exceptional ability to simplify complex technical concepts for executive audiences and translate vague business 'wants' into precise technical 'needs'.

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Source: [Apply at job-boards.greenhouse.io](https://job-boards.greenhouse.io/twilio/jobs/7819432?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply)