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) to help make our hiring process efficient. That said, every hiring decision is made by real Twilions!
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About the job
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
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. 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.
Responsibilities
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.
Strategic Advisor & Execution
- 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.
Run the Business Operations Management
- 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.
Execute Strategic Initiatives
- Drive local implementation & adoption of transformational programs and sales initiatives
- Identify, plan and execute according to local needs.
Cross-Functional Leadership
- 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.
Qualifications
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:
- 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.
Location
This role will be remote, and open to internal employees in all regions. External candidates are 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.
What We Offer
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 the salary range information provided applies only to candidates residing in California, Colorado, Hawaii, Illinois, Maryland, Massachusetts, Minnesota, New Jersey, New York, Vermont, Washington D.C., and Washington State due to local requirements. Compensation for candidates in other locations will be discussed during the hiring process. Please note that hiring for this role is not restricted to the locations listed above.
The estimated pay ranges for this role are as follows:
- Based in Colorado, Hawaii, Illinois, Maryland, Massachusetts, Minnesota, Vermont or Washington D.C. : $171,120 - $213,900
- Based in New York, New Jersey, Washington State, or California (outside of the San Francisco Bay area): $181,200 - $226,500
- Based in the San Francisco Bay area, California: $201,280 - $251,600
- 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 1st, 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.
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.