Director of Sales Business Partner, Twilio
$171.1-251.6k
Salary range applies to candidates residing in California, Colorado, Hawaii, Illinois, Maryland, Massachusetts, Minnesota, New Jersey, New York, Vermont, Washington D.C., and Washington
More information about location
Cloud communications software
Be an early applicant
Cloud communications software
1001+ employees
Be an early applicant
$171.1-251.6k
Salary range applies to candidates residing in California, Colorado, Hawaii, Illinois, Maryland, Massachusetts, Minnesota, New Jersey, New York, Vermont, Washington D.C., and Washington
More information about location
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
- 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
- 10+ years of experience in sales operations, sales, strategy consulting; minimum 2+ years directly partnering with senior software/tech sales leaders ($1B+ sales orgs)
- Sales Operations related experience in consumption / usage models is preferred
- Demonstrated experience leading and developing a high-performing sales business partner function supporting senior sales leaders; including direct people management responsibilities
- 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, territory carving, 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
What the job involves
- We are seeking a Director, Sales 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 Director of Sales Business Partners role reports to the Senior Director of Global Sales Business Partners
- 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, GTM Enablement) and company-wide cross-functional teams such as HR, finance, marketing, product and more
- In this role, you will 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's needs, challenges and opportunities
- Serve as the SBP to a multi-billion dollar business delivering the same capabilities expected of your team
- 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
- 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 & sales ops activities (e.g. headcount, Annual Planning, New Year Readiness, Account Movements, Terr & Quota operationalization) in alignment with Strategic Operations peer function
- Drive local implementation & adoption of transformational programs and sales initiatives
- Identify, plan and execute according to local needs
- Collaborate closely with Strategic Sales Ops peers to ensure SBPs adhere to and execute Strategic Ops defined “playbook” on how we run and plan the business
- Act as a 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
Application process
- Applications for this role are intended to be accepted until July 1st, but may change based on business needs
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.
Although aggressive expansion and lack of maturity in some of its products in the past impacted the company's efficiency, a 2023 restructuring addressed these problems and allowed it to remain competitive. The company has since focussed 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
35% employee growth in 12 months
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 HQ
Financial District, San Francisco, CA
Leadership
Khozema Shipchandler
(CEO)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.
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