Account Executive, Twilio
Regulated Verticals
$108-150k
Salary is applicable to CA, CO, NY, WA and Washington D.C. based candidates only, is partially dependent on location and may vary on further locations. This role is eligible to earn commissions
Cloud communications software
Be an early applicant
Cloud communications software
1001+ employees
Be an early applicant
$108-150k
Salary is applicable to CA, CO, NY, WA and Washington D.C. based candidates only, is partially dependent on location and may vary on further locations. This role is eligible to earn commissions
1001+ employees
Company mission
To enable innovators across every industry - from emerging leaders to the world’s largest organisations - to reinvent how companies engage with their customers.
Role
Who you are
- Demonstrated track record of selling and closing in the cloud communications platform market
- Possess a total of 8 years of full cycle sales experience, with a minimum of 3 years managing or leading quantitative highly analytical products or solutions for their customers
- Directly selling technical SaaS or CPaaS
- Experience outbound prospecting into install base, greenfield prospecting into new accounts, and executing strong QBR strategy for territory penetration
- Technical solutions selling experience working with real customers, listening to them, and solving problems
- Comfortable working with business and highly technical leaders, while influencing their understanding and building supportive partnerships
- Analytical account development strategy based on using data to find opportunities and prove value
- Demonstrated track record of managing business forecasts and financial models
- Entrepreneurial mindset with appetite to define process and build programs
- Record of delivering market driven results, especially to scale and enterprise customers
- Excellent verbal and written communication skills (English)
- Bachelor’s Degree or equivalent years of experience
Desirable
- Deep experience working with telecom companies, including CPAAS, SMS aggregators, carriers, or global communications platforms
- Domain expertise from a highly quantitative industry such as DevOps, Fintech, advertising optimization, investment banking, security or commodity trading especially in non-standard segments
- Software, SaaS, CPaas or PaaS selling experience
What the job involves
- Join the team as our next New Business Account Executive - Financial Services
- As a New Business Account Executive, you will be responsible for prospecting, solution selling and closing new business opportunities across our Messaging, Voice and Email products
- In this role, you will be directly responsible for expanding our messaging business with some of the largest and fastest growing mid-market and enterprise companies, spanning industries
- New Business Account Executives are experts in the CPaaS ecosystem and Twilio’s product offerings
- This role is highly cross functional, with deep integration with product management, carrier relations, finance, and solutions engineering teams
- Be responsible for new customer acquisition, while being assigned a quota for iACV (incremental Account Contract Value)
- Own highly analytical and consultative sales cycles to win business in competitive vendor sourcing cycles with Twilio’s messaging (e.g. SMS, MMS, WhatsApp, Facebook Messenger, Google Business Messages, Account Security, etc.), voice and email solutions
- Work with customers across assigned verticals to understand their business and technical requirements, and match them to the capabilities of Twilio’s communications API platform, designing a solution for their specific use cases
- Work with teams in Finance, Legal, Pricing, and Operations to design mutually beneficial contracts to address customer requirements, while balancing the needs of our business
- Be passionate about what you do, think outside the box, and use world-class interpersonal and communication skills to present complex contractual, technical, and financial details to prospects in a way that builds confidence and comfort in the proposed solution
- Balance competing priorities and manage multiple projects and deals at the same time
- Partner cross functionally with sales, services, product, and finance to develop long range territory strategies and sales plans
- Act as the voice of the customer to Twilio’s product and carrier relations teams
- Demonstrate a strong understanding of the CPaaS industry - staying up to date on key industry initiatives and new capabilities - on behalf of your customers and the wider Twilio go-to-market organization
- Generate and maintain an accurate pipeline and forecast utilizing our CRM, Salesforce
- Stay current with industry changes and collaborate with your team and peers to learn and share best practices
Our take
Traditionally, it has been difficult for businesses to establish communications systems in-house. Twilio was founded from frustration with this expensive and cumbersome process, providing easy-to-use APIs to let businesses send and receive telephone and text communications.
From these beginnings, the company has expanded through acquisitions and product development to provide a suite of services around market data and customer engagement. It is now a market leader in this space, and has developed a customer base of more than 150,000 businesses including enterprise brands such as Deliveroo, Duolingo and Toyota.
With that said, aggressive expansion and lack of maturity in some of its products has impacted the company's efficiency, and like many of its peers it has been forced to restructure heavily to remain competitive. Coming out of this restructuring, the company will focus on profitability, streamlining decision making and R&D to put itself in good stead for future success.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (last 2 of 6 rounds)
Jul 2015
$130m
SERIES E
Jun 2013
$70m
SERIES D
Total funding: $250.7m
Company benefits
- Generous annual time off in all countries
- Comprehensive health programs
- Programs to help our employees plan for their retirement needs
- Generous maternity, paternity, and adoption leaves, as well as family medical care leave
- Build and present a Twilio app to earn your Twilio track jacket and receive $30 per month for e-books for continued learning and education
- Variety of snacks, drinks, and catered meals in each of our locations
- Work from home opportunities
Company values
- We are Builders: We love hard problems and believe in the indomitable power of people's ability to create a better world through ingenuity and resourcefulness. We reject the “can’t be done” and believe bold ideas and fearless iteration can resolve the most challenging problems for our customers and the world they operate in
- We are Owners: We take accountability and see things through. We take the long view, sweat the details, and think about how our work makes Twilio better every day. We recognize that we and others do our best work when we feel both empowered and accountable for outcomes
- We are Curious: We see ourselves as works in progress. We know that we don’t have all the answers, humbly seek the truth, and strive to get better every day. As individuals, as a company, and in our products, we seek continual progress over perfection and acknowledge shortcomings as a matter of fact. Progress comes not from avoiding mistakes or hard truths, but in learning from them
- We are Positrons: A positron is a positively charged electron. We are genuinely excited to serve and help others. We believe that positive energy is contagious and caring is critical. We seek to be bright spots for the people around us in every interaction, and we stand up and work for what we believe is good and right for our customers, our company, our communities, and the world at large
Company HQ
Financial District, San Francisco, CA
Articles
Leadership
Khozema Shipchandler
(CEO, not founder)Has been at the company since 2018, beginning as CFO then working as COO, President of Communications then CEO. Prior to this, spent 20 years at GE, ultimately as CCO of GE Digital.
People progressing
Joined as a Business Development Representative and promoted to Team Lead Account Representative after 2 years. After four more promotions, Gilmore now works as Senior Manager of Strategic Accounts.
Diversity, Equity & Inclusion at Twilio
- Building diverse teams: We thrive when we welcome a diversity of identities, experiences, and perspectives to the team. We know that building diverse teams requires us to dismantle barriers and address the opportunity gap, and we are driving programs to do just that.
- Creating equitable experiences: Building more diverse teams is only part of the equation. It is equally important that we promote equity within our workplace as well
- Cultivating inclusive environments: Every team member plays a role in fostering an environment that is psychologically safe and inclusive. This is a significant responsibility for our managers and leaders, who hold influence and power. Therefore, we are driving educational and engagement opportunities to activate inclusive leadership behaviors throughout the organization
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