Account Director - New Business

Summary

Join Twilio as a New Business Account Director to prospect, sell, and close new business opportunities across Messaging, Voice, and Email products. Expand our messaging business with mid-market and enterprise companies. This highly cross-functional role requires deep integration with various teams. Responsibilities include new customer acquisition, managing sales cycles, working with customers to understand their needs, designing solutions, and collaborating with internal teams. You will also need to balance priorities, manage multiple projects, and act as the voice of the customer. The role requires strong analytical and communication skills and a deep understanding of the CPaaS industry. This remote position, based in the US, involves approximately 30% travel.

Requirements

• Possess a total of 10 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

Responsibilities

• 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

Preferred Qualifications

• 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

Benefits

• Competitive pay
• Generous time off
• Ample parental and wellness leave
• Healthcare
• A retirement savings program