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 Senior Manager to join the Strategic Operations pillar within Sales Operations.  We are seeking a high-impact individual to serve as the chief architect of our sales capacity and the primary voice of business performance insights.  In this role, you will bridge the gap between "what the board wants" and "what our sales engine can actually deliver." You won't just report on the numbers; you will own the capacity models that dictate our hiring plans and provide the strategic insights that tell our Leadership Team (LT) where to double down and where to course-correct.  You keep the GTM organization grounded in reality. You thrive on the challenge of balancing aggressive growth with operational feasibility, and you are never satisfied with a report that doesn't end in a recommendation. The right candidate will have a proven track record of managing sales capacity models, working with multiple stakeholders, and seeing recommendations through to execution.

Responsibilities

In this role, you’ll:

• The "Engine" Architect: Design and maintain complex sales capacity models to determine how our GTM organization is performing across the different segments (Strategic, NB, Self Service) update key assumptions as needed, and recommend changes to the GTM organization as a result.
• Ramp & Productivity Modeling: Define and track "Time-to-Productivity" and ramp-adjusted quotas. You will ensure we aren't over-relying on "bluebirds" or under-utilizing our existing talent.
• The "So What?" Factor: Move beyond data extraction to data interpretation. You will analyze performance trends (e.g., close win rates, cycle length, ASP) to identify the "Why" behind performance gaps. 
• Segment Deep-Dives: Leverage customer segmentation data to highlight which cohorts are driving growth and which are underperforming, providing actionable recommendations to Sales VPs.
• Executive Narratives: Prepare data-backed narratives for key leadership meetings, translating operational metrics into strategic business stories.
• Stakeholder Management: Act as the strategic liaison between Sales, Finance, and HR. You will "circle the room" effectively to ensure all leaders are aligned on capacity assumptions.

Who you Are:

• Strategic Thinker: You don't just see a headcount number; you see the revenue velocity it represents.
• Meticulous: You catch the 1% variance in ramp-time that could lead to a $50M miss in six months.
• Empowered Leader: You don't wait for permission to solve a bottleneck; you identify it, socialize the fix, and drive the change.
• Radically Transparent: You believe in providing the "Why" behind every constraint to empower your team and peers.

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:

• 8+ 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, eARR, top of funnel, pipeline, etc.)
• Built sophisticated capacity models previously and understands key inputs/outputs
• 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

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.