GTM Planning Manager

See yourself at Twilio

Join the team as Twilio’s next GTM Planning Manager.

About the job

Twilio is seeking a Manager to join the Strategic Operations pillar within Sales Operations.  This individual will be responsible for leading global planning processes including territory design and policies, capacity planning, quota setting, ensuring alignment globally across GTM efforts.  They will lead cross-functional planning processes, analyze data, and provide insights to improve GTM effectiveness. 

This individual’s key responsibilities will include managing the annual GTM planning process, optimizing operations, and driving data-driven decision making.  This person should have excellent analytics skills, exceptional communication skills and a high aptitude for leading through change. Organizational influence skills and the ability to think strategically with a view to build for the future is a must. The right candidate will have a proven track record of successfully completing multiple planning cycles while navigating complex decisions during that time. 

Responsibilities

In this role, you’ll:

• Lead key parts of the annual GTM planning process, collaborating with cross-functional teams to align priorities and goals 
• Lead the definition and optimization of our GTM segmentation, sales coverage models, and role design to maximize efficiency and market opportunity
• Be responsible for territory-level quota setting process by thinking logically and creatively to increase automation, resolve issues and develop proactive processes to deliver quotas to the field in a timely manner 
• Orchestrate the timeline for quota delivery and lead the end-to-end execution to achieve desired outcomes
• Design and implement GTM processes to improve efficiency and effectiveness during the planning cycles (annual and mid-year)
• Maintain the sales capacity model in partnership with sales, HR, and Finance to synchronize hiring plans across the global organization
• Utilize data to support decision-making, analyzing existing operations processes and prioritizing areas for improvement 
• Build strong relationships and become a trusted advisor for sales leadership

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:

• 6+ years of experience in sales operations or revenue operations for a CPaaS organization
• Completed 3 rounds of annual planning within a GTM organization
• Deep experience with quota calculations and quota processing in a SaaS environment
• Strong analytical skills with proficiency in data manipulation and reporting tools
• Highly collaborative, with the ability to build strong partnerships with and influence GTM, Finance, and Product teams
• Strong project management and process mapping skills, with the ability to distill complex situations into actionable steps 
• Excellent verbal and written communication skills 
• Strong interpersonal skills, including active listening; written/verbal communication; and ability to influence/align on priorities

Desired:

• Experience using Salesforce (SFDC) & Tableau or similar visualization tools is preferred. 

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, approximately 10% travel is anticipated to help you connect in-person in a meaningful way. 

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 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. : $126,000.00 - $157,500.00.
• Based in New York, New Jersey, Washington State, or California (outside of the San Francisco Bay area): $133,400.00 - $166,700.00.
• Based in the San Francisco Bay area, California: $148,200.00 - $185,200.00.
• 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 May 15, 2025, but may change based on business needs. 

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