Senior Director of GTM Business Partners

See yourself at Twilio

Join the team as Twilio's next Senior Director of GTM Business Partners.

About the job

We are seeking a Senior Director of GTM Business Partners to lead and scale a team of strategic Sales Business Partners (SBP) who serve as the right hand to sales leaders across the organization. SBPs act as strategic advisors and hands-on business operations managers supporting sales leaders in running and planning their businesses. In this role, you will be instrumental in ensuring alignment between sales strategy and execution, fostering collaboration across teams, and driving operational excellence that accelerates growth and delivers measurable results. In addition to leading an SBP team, you will serve as the SBP to a multi-billion dollar sales leader providing hands-on strategic leadership and support. The Senior Director of GTM Business Partners role reports to the VP of Sales Operations.

The ideal candidate will be a strategic leader with deep GTM knowledge and experience partnering with senior sales executives in the software/tech industry, specifically in sales strategy, planning and operations roles at enterprise scale. You will champion a sales-first mindset within your team, instill a deep understanding of sales processes, GTM strategies and operational goals. Success requires tight alignment and collaboration with your peer Sales Operations functional leaders (Strategic Operations, Sales Compensation, GTM Initiatives and GTM Analytics) and company-wide cross-functional teams such as HR, finance, marketing, product and more.

Responsibilities

In this role, you'll:

• Lead and develop SBPs establishing role clarity & consistency, clear goals and expectations to deliver proactive, strategic impact for GTM success
• Build a high-performance culture focused on collaboration, accountability and growth
• Instill a "think like a salesperson" approach ensuring your team is aligned and in-tune with the sales leader needs, challenges and opportunities
• Serve as the SBP to a multi-billion dollar business delivering the same capabilities expected of your team
• Strategic Advisor & Execution




• Business partner to GTM leaders; challenge the status quo
• Shape & execute business strategy to address risks / obstacles / opportunities
• Translate strategy into actionable operational plans & execute
• Voice of sales in cross-functional initiatives




• Run the Business Operations Management




• Execute operational cadences
• Manage forecast and pipeline health; drive predictability for month/quarter/year
• Provide business performance insights; facilitate decision-making
• Produce recurring & ad hoc exec business updates
• Engage & deliver on localized planning & ops activities (e.g. headcount, Annual Planning, New Year Readiness, Terr & Quota operationalization) in alignment with Strategic Operations peer function




• Execute Strategic Initiatives




• Drive local implementation & adoption of transformational programs and sales initiatives
• Identify, plan and execute according to local needs




• Cross-Functional Leadership




• Collaborate closely with Strategic Sales Ops peer to ensure SBPs adhere to and execute Strategic Ops define "playbook" on how we run and plan the business
• Act as key feedback loop for Sales Operations, ensuring that insights from sales leaders are integrated into our capabilities and broader operational planning
• Partner cross-functionally with sales, finance, HR, systems, marketing, product and other teams to align strategies, execution and deliver on business outcomes.

Qualifications

Not all applicants will have skills that match a job description exactly. Twilio values diverse experiences in other industries, and we encourage everyone who meets the required qualifications to apply. While having "desired" qualifications make for a strong candidate, we encourage applicants with alternative experiences to also 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:

• 10+ years of experience in sales operations, sales, strategy consulting; minimum 5+ years directly partnering with senior software/tech sales leaders ($1B+ sales orgs)
• Demonstrated experience leading and developing a high-performing sales business partner function supporting senior sales leaders
• Proven ability to champion a "think like" a sales leader mindset, anticipate sales leaders' needs and drive execution
• Deep knowledge of sales strategy, GTM models, planning and operations for large-scale, growth sales organizations
• Exceptional leadership, communication and interpersonal skills with ability to influence and align senior leadership and teams
• Customer centric approach with a focus on integrating customer insights and sales know-how into business strategy and execution
• Exceptional problem-solving skills, analytical mindset, and ability to navigate ambiguity
• Ability to lead through influence, drive change and build cross-functional alignment at all levels of the organization
• Strong proficiency in sales planning and operations including sales coverage, segmentation, sales compensation strategy and other functions required to partner successfully with peer Strategic Operations function
• Champion a "win as a team" mindset, creating an environment where team members support each other, celebrate successes and have fun while driving results.
• Bachelor's Degree or equivalent years' of experience; graduate degree a plus

Desired:

• Experience in the CPaaS, UCaaS or Cloud Communications industries are preferred

Location

• This role will be remote, but is not eligible to be hired in CA, CT, NJ, NY, PA, WA.

Travel

We prioritize connection and opportunities to build relationships with our customers and each other. For this role, 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

*Please note this role is open to candidates outside of California, Colorado, Hawaii, Illinois, Maryland, Massachusetts, Minnesota, New Jersey, New York, Vermont, Washington D.C., and Washington State. The information below is provided for candidates hired in those locations only.

The estimated pay ranges for this role are as follows:

• Based in Colorado, Hawaii, Illinois, Maryland, Massachusetts, Minnesota, Vermont or Washington D.C.: $203,100.00 - $253,900.00.
• Based in New York, New Jersey, Washington State, or California (outside of the San Francisco Bay area): $215,100.00 - $268,800.00.
• Based in the San Francisco Bay area, California: $238,900.00 - $298,600.00.
• This role may be eligible to participate in Twilio's equity plan and corporate bonus plan. All roles are 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 within the state.

Applications for this role are intended to be accepted until April 15, 2025 but may change based on business needs.

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