Who we are

• At Twilio, we’re shaping the future of communications, all from the comfort of our homes. We deliver innovative solutions to hundreds of thousands of businesses and empower millions of developers worldwide to craft personalized customer experiences.

Our dedication to remote-first work , and strong culture of connection and global inclusion means that no matter your location, you’re part of a vibrant team with diverse experiences making a global impact each day. As we continue to revolutionize how the world interacts, we’re acquiring new skills and experiences that make work feel truly rewarding. Your career at Twilio is in your hands. We use Artificial Intelligence (AI) technologies to maintain an efficient, fair and transparent hiring process. Our hiring process is never completely automated, and uses AI in conjunction with our recruiting professionals. See yourself at Twilio

Join the team as Twilio’s next Senior Strategic Account Executive - Public Sector.

About the job

This position is needed to help Twilio.org develop important relationships and opportunities with the most influential nonprofits and social enterprises in the world. This person will help refine Twilio.org's overall customer acquisition and growth strategy working closely with the sales and finance teams. This individual will build key relationships with identified influential organizations that include negotiating, executing and managing the customer relationships. Twilio.org invests resources in supporting nonprofits and social enterprises to use communications to tackle some of the world’s biggest problems.

You have the rare combination of sales or consulting experience in the public sector, business acumen and technical savvy, and are looking to make a difference in the world by utilizing those skills to empower Twilions to successfully work with public sector, and other organizations, to drive good in the world with Twilio products and are looking to build your career where these skills can intersect and grow! This is no ordinary sales role, this is the chance to use your passion to do good in the world!

• In this role, you’ll:
• Be responsible for new customer acquisition, while being assigned a quota for net new bookings.
• Use a systematic approach to establish deep relationships with strategic prospective customers including understanding their mission, strategy, key decision-makers, organizational structure, and technology solutions.

Leverage your expertise and relationships in the public sector including US State & Local Government and Higher Education, to build strategic programs that drive social impact and territory expansion as well as account development to deliver scale and amplification of social impact within the public sector vertical.

• Drive revenue and market share in defined territory and within the government, nonprofit, and social enterprise industry.
• Collaborate with Twilio partners to drive territory expansion in the public sector.
• Develop, maintain and expand the pipeline of new customer opportunities designed to drive relevance, reach and revenue for our platform.
• Provide timely and accurate forecasts and clear visibility on sales and revenue performance by actively managing your pipeline of opportunities and weekly sales forecasts.
• Partner cross functionally with sales, services, product, and finance to develop long range territory strategies and sales plans.
• Generate and maintain an accurate pipeline and forecast utilizing CRM, Salesforce.
• Qualify, structure, negotiate, close, and manage strategic relationships that will drive platform adoption, revenue, and customer acquisition.
• Work with broader sales organization, product owners, legal team, sales operations and more to drive post-close engagement plans for success and growth.
• Expand relationships with existing key customers by uncovering expansion opportunities, developing and driving go-to-market strategies

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!

• Required:
• At least 5-8+ years experience in sales or consulting with a focus on public sector organizations including extensive industry contacts and relationships.
• 12+ years experience selling complex, technical products or relevant customer-facing experience in consulting
• Deep experience in the Public Sector partner ecosystem/experience co-selling with partners (fulfillment, delivery, SIs, etc)
• Ability to influence and build relationships with people across all levels and organizations internally and externally, with extensive relationship building/management management experience at the C-level.
• A passion for doing good and using technology to make a difference in the world. The ability to use that passion to support customers working in complex situations supporting people in need globally.
• Experience selling to enterprise customers with complex business and technology needs.
• Extensive experience formulating a partnership vision, strategy, and execution plan.
• Technical ability to understand software and recognize areas of product integration, discuss product roadmaps, and engage with product managers.
• Technically savvy, experienced with the cloud, APIs, communications and enterprise software.
• Technical solution selling experience working with real customers, listening to them, and solving problems.
• Proven experience starting from scratch to develop, negotiate and structure complex deals.
• Passionate about technology and its ability to have a meaningful impact on the world.
• Great at execution: results-driven, detail-oriented, organized self-starter.
• Excellent at teamwork and cross group collaboration.
• Creative, critical and solution-first thinker with client service mentality.
• Experience in accurate and detailed business forecasting.
• Exceptional oral and written communication skills, with an ability to speak effectively to business development leaders, executives, product managers and engineers.
• Can handle multiple projects and priorities in an extremely fast paced environment.
• Desired:
• 5+ years of experience working in technology in a revenue generating role.
• Familiarity with public sector contracting, pricing & ecosystem processes.
• Experience with fulfillment & resell partners to decide the best path forward to deal execution.
• Knowledge of how to utilize partners on customer implementations, support and to open new revenue opportunities.
• Understands how to leverage and coordinate partners in deal support on RFP and RFI situations.
• Maintains active relationships with key partner executives to reinforce Twilio’s position with customers and in the market. Identify ways to maximize value for all parties.
• Comfortable solutioning use cases to drive joint messaging with partners to customers and prospects.
• Working knowledge of the State/Local Government and Higher Ed market and how partners can be leveraged to navigate and accelerate deals
• Location
• This role will be remote, but is not eligible to be hired in CT, NJ, NY, WA, PA or the surrounding areas of San Francisco, CA, Oakland, CA, or San Jose, CA
• We prioritize connection and opportunities to build relationships with our customers and each other. For this role, approximately 25% travel is anticipated to help you connect in-person in a meaningful way.

• 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, Minnesota or Vermont : $132,192 - $165,240.
• Based in Washington D.C., Illinois, Maryland, Massachusetts or California (outside of the San Francisco Bay Area): $139,536 - $174,420.
• Based in New York, New Jersey, Washington State, or the San Francisco Bay area, California: $146,880 - $183,600.
• This role may be eligible to participate in Twilio’s equity 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.
• This role is eligible to earn commissions.
• 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 will be accepted on an ongoing basis. 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.

Twilio is proud to be an equal opportunity employer. We do not discriminate based upon race, religion, color, national origin, sex (including pregnancy, childbirth, reproductive health decisions, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, genetic information, political views or activity, or other applicable legally protected characteristics. We also consider qualified applicants with criminal histories, consistent with applicable federal, state and local law. Qualified applicants with arrest or conviction records will be considered for employment in accordance with the Los Angeles County Fair Chance Ordinance for Employers and the California Fair Chance Act. Additionally, Twilio participates in the E-Verify program in certain locations, as required by law.