Job Description

Location: Remote – US

See yourself at Twilio

Join the team as Twilio’s next GTM Planning and Process Improvement Manager!

Who we are & why we’re hiring

Twilio powers real-time business communications and data solutions that help companies and developers worldwide build better applications and customer experiences.

Although we’re headquartered in San Francisco, we have presence throughout South America, Europe, Asia and Australia. We’re on a journey to becoming a global company that actively opposes racism and all forms of oppression and bias. At Twilio, we support diversity, equity & inclusion wherever we do business.

About the job

You will play a pivotal role in both the GTM annual planning process and in driving continuous process improvement in our GTM teams. You will be a thought leader, taking responsibility for constantly thinking about how we can improve our processes and how to eliminate friction for our GTM teams in a highly dynamic environment.


In this role, you’ll:

  • Drive the annual planning process for our GTM teams in partnership with Sales Strategy Business Partners
  • Own the design, support and continued evolution of critical annual processes including territory and quota setting
  • Identify and deliver process improvements that eliminate friction points within our Revenue Operations team and broader GTM, particularly around territory and quota management, sales play execution, and driving reporting insights to the field
  • Document the existing GTM Twilio processes and understand our holistic system architecture to identify where pain points occur across systems
  • Work cross-functionally with business stakeholders to gather requirements and translate into technical requirements for systems development teams
  • Build solutions leveraging existing Twilio systems (eg. Airtable) and drive integration between systems
  • Coordinate with third party vendors to ensure systematic and scalable solutions are in place to support the complexities of a best in class revenue operations team
  • Develop GTM system roadmaps that effectively keep all stakeholders aligned on key deliverables across systems.
  • Own strategic programs that will help accelerate sales process efficiencies and growth, ensuring leadership sign off, stakeholder alignments and on time delivery.
  • Leverage data to identify and quantify initiatives to drive business decisions.
  • Build technical change management processes to help expedite adoption. of new processes, systems and engagement in partnership with sales operations team and enablement
  • Drive process improvements to enhance the operational scalability and repeatability of the Communications Business Unit GTM team in partnership with the Sales Strategy team


Not all applicants will have skills that match a job description exactly. Twilio values diverse experiences in other industries, and we encourage everyone who meets the required qualifications to apply. While having desired qualifications make for a strong candidate, we encourage applicants with alternative experiences to also 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!


  • 8+ Years of experience managing multi faceted cross functional projects that are technical in nature.
  • Extensive knowledge of GTM processes and tooling.
  • Strategic thinker that can bridge that gap between company goals and objectives. Distill them down to effective tactical GTM programs that will accelerate growth for Twilio.
  • Excellent communication and presentation skills, including experience presenting data & insights to a sophisticated audience with the ability to clearly define the problem.
  • Strong collaboration and partner management skills – building deep, trust-based relationships with cross functional teams.
  • Expert proficiency with Microsoft Excel and/or Google Sheets.
  • Ability to manage multiple programs with varying priorities simultaneously.
  • Deep understanding of dataflows and data structures to be able to easily connect the business problems to possible technical solutions.
  • Wear the customer’s shoes, we want to view all projects and engagements from the customer perspective ensuring all decisions made are of the best interest of our customer.


  • Experience with Tableau, Salesforce and Airtable helpful.