Vice President, Sales Operations

See yourself at Twilio

Join the team as our next VP - Sales Operations

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

As the VP of Sales Operations, at Twilio, you deliver operational excellence for the Twilio GTM organization, resulting in predictable and accelerating company revenue growth. You establish a data-driven sales operation’s function that enables the GTM team to achieve targets through improved sales efficiency, process optimization, and fine tuned forecasting accuracy. You lead the transformation of our GTM operational functions from selling stand-alone products to delivering comprehensive solutions.

You will lead a high performance team of sales compensation, strategy and operations, and data analytics teams supporting both Communications and Segment products. This position will report to the Chief Revenue Officer of Twilio.

The right candidate must have a proven track record in building, and leading a high-performing sales operations function for a growing multi-billion dollar software business. The future VP of Sales operations must be able to demonstrate their ability to drive improvements in sales productivity, process optimization, and forecasting accuracy. The candidate must be able to optimize territory management, quota setting, and operational efficiency to support the achievement of revenue targets. They will also have strong domain knowledge around sales processes, metrics, and relevant systems, and an understanding of both consumption and SaaS business models.

If you are a leader who believes deeply in building inclusive environments, allowing employees from all backgrounds to contribute, grow and prosper, we’d love to hear from you. As a senior leader, you must be a visible advocate and champion for our values, the Twilio Magic, helping build Twilio’s brand as an inclusive and diverse employer both internally and within the communities of our hubs. You must believe a diverse team, from the top down, allows all employees to achieve their full potential and as a result will allow Twilio to reach our goals, collectively.

Responsibilities

In this role, you’ll:

• Own the vision for the Sales Operations’ function, fostering a culture of collaboration and data-driven decision making, prioritizing an achievable roadmap for each team.
• Build a high performing organization: Partner with other executives to formulate and communicate overall go-to-market strategy, both direct and indirect. Partner with sales leaders to understand their business, identify knowledge and skills gaps, conduct on-going needs assessments, and deliver targeted programs in coordination with Sales, Marketing, Product, Support and Operations leadership teams
• Drive Results: achieved annual growth targets for Twilio through optimized Sales Productivity, forecasting, and operational efficiency. Increase sales productivity through improved territory management, quota setting, and sales process optimization. Enhance operational efficiencies by reducing the cost of sales, leveraging automation and process improvements, while maintaining or increasing overall sales volume.
• Lead with data: build a robust analytics function that provides comprehensive data backed insights on the business
• Represent the customer - Be the champion and voice of customers. Build impactful, personal relationships with customers and the field. Bring the customer’s voice into every decision making process.
• Think Strategically - Operate both strategically and tactically in a dynamic environment. Align the right resources to the task at hand; foresee and plan around obstacles.
• Become a trusted partner: Partner closely with CRO, sales execs, marketing, product, finance, customer success and operations leadership to provide critical sales operational data into business planning, product and GTM strategy, and jointly plan strategic initiatives such as entering new markets, verticals or geographies.
• Mentor and develop your teams for the next phase of growth for the business.

What you need to succeed:

• 12+ years of revenue operations, sales operations, and/or analytics and planning; experience managing and growing teams. Demonstrated ability to recruit top talent and manage team growth.
• Entrepreneurial, business builder mindset with a track record of operating at an executive level,
• Helping to grow a mission-critical SaaS / Cloud Services product.
• Demonstrable skills in strategic planning and execution of sales initiatives. Must have strong
• problem-solving skills and the ability to define solutions
• Leadership DNA - validated ability to excite and lead successful cross-functional initiatives
• Data-driven and outcomes oriented. Proven ability to optimize revenue and gross profit by using data to guide decision making.
• Familiarity with data visualization tools and systems
• Excellent written and oral communication skills and experience with high-level business and deep technical discussions
• Executive presence and strong communication skills, including ability to create and deliver a great presentation to tell a story and communicate business value as well as product features and benefits
• A bias for action with the ability to test and iterate on new ideas quickly with the appropriate controls and data in place to measure success and change or double down on tactics when needed.

Qualifications

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!

Location

This role will be based in the US.

What We Offer

There are many benefits to working at Twilio, including, in addition to competitive pay, things like 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 Colorado, California, New York,Washington and Washington D.C. 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 or Washington D.C.: $300,000.00 - $374,000.00.
• Based in New York, Washington State, or California (outside of the San Francisco Bay area): $300,000.00 - $374,000.00.
• Based in the San Francisco Bay area, California: $300,000.00 - $374,000.00.
• This role may be eligible to participate in Twilio’s equity plan and corporate bonus plan. All roles are 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 within the state.

Applications for this role are intended to be accepted until November 1, 2024 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. Twilio is proud to be an Equal Employment Opportunity and Affirmative Action 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.

Twilio is committed to providing reasonable accommodations for qualified individuals with disabilities and disabled veterans in our job application procedures. If you need assistance or an accommodation due to a disability, please contact us at accommodation@twilio.com.