Twilio - Senior GTM Business Architecture Manager
Requirements
• Twilio values diverse experiences from all kinds of industries, and we encourage everyone who meets the required qualifications to 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! • Strategic Mindset with Consulting & Technical Depth: 7+ years of experience within a management consulting firm, enterprise revenue architecture function, or GTM transformation group. You bring a rare combination of a high-level strategic mindset - capable of deconstructing complex business challenges from first principles - and a strong technical background, allowing you to confidently navigate abstract corporate strategy and translate it into disciplined systems architecture. • Strategic Mindset with Consulting & Technical Depth: • The "Technical Translator": Exceptional ability to simplify complex technical concepts for GTM stakeholders, while simultaneously translating vague business "wants" into precise technical "needs" for ET engineers. • The "Technical Translator": • Systems Fluency: Deep expertise in the Salesforce ecosystem and integrated GTM tools (e.g., Gong, Outreach). You don't need to write the code, but you must thoroughly understand object relationships, data schemas, and API limitations to design feasible business logic. • Systems Fluency: • Think Like a Seller: Proven ability to empathize with the Field. You understand sales psychology and how to design systems that maximize rep productivity and minimize administrative tax. • Think Like a Seller: • Process Rigor: Deep experience building structured artifacts (BRDs, process mapping, executive-level decks). • 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 execution without letting standard processes fall through the cracks. • The "Driver" Persona: • Scale Mindset: You build for where the Twilio Revenue Engine will be in 2 years, not just patching the problems of today. • Scale Mindset: • 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, you may be required to travel occasionally to participate in project or team in-person meetings.
Responsibilities
• Domain Ownership & Process Design: Act as the strategic owner for specific segments of the GTM lifecycle (e.g., Prospecting, Deal Execution, Specialist Alignment). Conduct systemic audits of existing sales motions to pinpoint bottlenecks, then architect the "to-be" workflows to eliminate non-selling friction. • Domain Ownership & Process Design: • Requirements Governance (The "What" & "Why"): Author high-fidelity Business Requirement Documents (BRDs), process flowcharts, and User Stories. Define the upstream "Data Contracts," partnering closely with ET leads who own the technical configuration (the "How"). Ensure ET builds exactly what the business needs with zero ambiguity. • Requirements Governance (The "What" & "Why"): • Strategic Intake Triage: Utilize the GTM Priority Matrix to evaluate and rank inbound field requests. Actively filter out tactical "noise," trading off field requests against technical debt to ensure engineering resources are focused solely on the highest-ROI drivers. • Strategic Intake Triage: • UAT & Defect Governance: Lead the User Acceptance Testing (UAT) framework for your domain. Execute test scripts, run defect triage (prioritizing bugs vs. enhancements), and manage the Business "Go/No-Go" sign-off. Ensure no feature launches unless it meets the "Field-Ready" standard. • UAT & Defect Governance: • The Closed-Loop Feedback Engine: Partner with Enablement and Data Analytics to track downstream adoption. Monitor system telemetry (e.g., Gong AI trackers, Outreach metrics) to measure behavioral adoption, tying the technical build to quantifiable revenue ROI. • The Closed-Loop Feedback Engine: • GTM AI Execution: Support the deployment of the GTM AI roadmap. Operationalize Generative AI POCs into daily rep workflows, capturing frontline feedback to iterate and scale. • GTM AI Execution: • Cross-Functional Alignment: Maintain strict operational boundaries (RACI) across GTM, ET, and Enablement. Provide the functional blueprints to Enablement to ensure training aligns perfectly with the technical architecture. • Cross-Functional Alignment:
Benefits
• 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. • 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. : $155,520 - $194,400 • Based in New York, New Jersey, Washington State, or California (outside of the San Francisco Bay area): $164,640 - $205,800 • Based in the San Francisco Bay area, California: $182,960 - $228,700 • This role may be eligible to participate in Twilio’s equity plan and corporate bonus plan. All roles are generally 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. • Applications for this role are intended to be accepted until July 21st, but may change based on business needs. • Twilio thinks big. Do you? • We like to solve problems, take initiative, pitch in when needed, and are always up for trying new things. That's why we seek out colleagues who embody our values — something we call Twilio Magic. Additionally, we empower employees to build positive change in their communities by supporting their volunteering and donation efforts. • So, if you're ready to unleash your full potential, do your best work, and be the best version of yourself, apply now! If this role isn't what you're looking for, please consider other open positions.
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