Senior GTM Strategic Operations Manager
See yourself at Twilio
Join the team as Twilio’s next Senior GTM Strategic Operations Manager.
About the job
Twilio is seeking a Planning Manager to join the Strategic Operations pillar within Sales, Operations and Enablement. We are seeking a data-driven and strategically minded individual to lead our target-setting process and align customer segmentation to organizational objectives.. This role is less about managing schedules and more about defining our 'North Star'— ensuring our goals are ambitious, data-driven, and achievable.
This individual will help us establish ‘best in class’ practices for target setting and customer cohorting, drive recommendations for change, and execute those changes flawlessly through cross-functional collaboration. They will partner with cross functional leaders in sales, systems and HR to align on and drive operational improvements. The right candidate will have a proven track record of completing multiple cycles of target setting that have led to better outcomes for the GTM function.
Responsibilities
In this role, you’ll:
Strategic Target Setting: Lead the annual and semi-annual target-setting cycles. You will define top-down targets while collaborating with department heads to ensure bottom-up feasibility. You will develop unique target setting methodologies across segments of our business and drive development of targets for each
Customer Segmentation Strategy: Lead the development and maintenance of customer segmentation to identify growth opportunities by leveraging various segmentation models (e.g. firmographic, propensity to buy, etc)
Lifecycle Management: Identify the 'tipping points' in the customer journey to help set targets that encourage customer movement from lower-value to higher-value segments
Cross-Functional Alignment: Work with Sales and Finance to ensure that targets and their underlying methodology will enable Twilio to achieve their broader strategic goals
Stakeholder Management: Present target proposals to senior leadership, providing data-backed narratives to gain buy-in.
Continuous Optimization: Refine the planning process to reduce 'planning lag' and improve the accuracy of our projections
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
Have deep understanding of the key metrics/levers for a GTM organization (productivity, capacity, top of funnel, pipeline, etc.)
Completed 2 rounds of annual planning within a GTM organization
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 problems 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
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. : $155,520 - $194,400.
Based in New York, New Jersey, Washington State, or California (outside of the San Francisco Bay area): $164,640 - $205,800.
Based in the San Francisco Bay area, California: $182,960 - $228,700.
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.
Application deadline information
Applications for this role are intended to be accepted until April 30, 2026, but may change based on business needs.
About the job
Apply for this position
Senior GTM Strategic Operations Manager
See yourself at Twilio
Join the team as Twilio’s next Senior GTM Strategic Operations Manager.
About the job
Twilio is seeking a Planning Manager to join the Strategic Operations pillar within Sales, Operations and Enablement. We are seeking a data-driven and strategically minded individual to lead our target-setting process and align customer segmentation to organizational objectives.. This role is less about managing schedules and more about defining our 'North Star'— ensuring our goals are ambitious, data-driven, and achievable.
This individual will help us establish ‘best in class’ practices for target setting and customer cohorting, drive recommendations for change, and execute those changes flawlessly through cross-functional collaboration. They will partner with cross functional leaders in sales, systems and HR to align on and drive operational improvements. The right candidate will have a proven track record of completing multiple cycles of target setting that have led to better outcomes for the GTM function.
Responsibilities
In this role, you’ll:
Strategic Target Setting: Lead the annual and semi-annual target-setting cycles. You will define top-down targets while collaborating with department heads to ensure bottom-up feasibility. You will develop unique target setting methodologies across segments of our business and drive development of targets for each
Customer Segmentation Strategy: Lead the development and maintenance of customer segmentation to identify growth opportunities by leveraging various segmentation models (e.g. firmographic, propensity to buy, etc)
Lifecycle Management: Identify the 'tipping points' in the customer journey to help set targets that encourage customer movement from lower-value to higher-value segments
Cross-Functional Alignment: Work with Sales and Finance to ensure that targets and their underlying methodology will enable Twilio to achieve their broader strategic goals
Stakeholder Management: Present target proposals to senior leadership, providing data-backed narratives to gain buy-in.
Continuous Optimization: Refine the planning process to reduce 'planning lag' and improve the accuracy of our projections
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
Have deep understanding of the key metrics/levers for a GTM organization (productivity, capacity, top of funnel, pipeline, etc.)
Completed 2 rounds of annual planning within a GTM organization
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 problems 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
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. : $155,520 - $194,400.
Based in New York, New Jersey, Washington State, or California (outside of the San Francisco Bay area): $164,640 - $205,800.
Based in the San Francisco Bay area, California: $182,960 - $228,700.
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.
Application deadline information
Applications for this role are intended to be accepted until April 30, 2026, but may change based on business needs.