Senior Director of Sales Analytics, Twilio
$199-292.7k
Salary range for candidates based in Colorado, California, New York, and Washington only.
Cloud communications software
Job no longer available
Cloud communications software
1001+ employees
Job no longer available
$199-292.7k
Salary range for candidates based in Colorado, California, New York, and Washington only.
1001+ employees
Company mission
To enable innovators across every industry - from emerging leaders to the world’s largest organisations - to reinvent how companies engage with their customers.
Role
Who you are
- You have a demonstrated track record of excellence in data analysis, project management, communication, mentorship and cross-functional teamwork
- 10+ years of professional experience in Revenue Operations, Business Operations or Consulting with a focus on B2B data analytics
- Deep experience as a people manager, managing managers, organizational design principles and excellent career development skills
- Deep experience setting targets for both usage based quotas (Revenue & Gross Profit, Product Usage) and traditional SaaS (ACV, TCV) metrics and bringing business leaders along during planning processes. Understanding that target setting exercises are more than just quantitative models
- Significant experience with productivity modeling, supply and demand economics and P&L reporting
- Significant experience with quota setting and related compensation practices. A peer team is our sales compensation team, but the complexity of our usage based compensation model requires deep partnership between Analytics and Compensation
- Significant Experience with Salesforce (CRM tools), Excel, Tableau (or another business intelligence tool) required. RDBM knowledge and SQL skills required
- Significant knowledge and partnership skills to scale our datasets with Data Engineering partners
- Experience standardizing process within your team and across the organization to scale and expand the impact of outcomes
- Energized by a dynamic, high-growth environment; resilient in the face of challenges
- Bachelor's Degree or equivalent years of experience
Desirable
- Some experience working with telecom companies, including SMS aggregators, carriers, or global communications platforms, CPaas or PaaS experience
What the job involves
- Twilio is looking for a Sr. Director of Sales Analytics within our Communications business unit
- In this role you will drive insights and co-author strategy to re-ignite growth for both Twilio’s self-service-led and sales-led GTM motions
- You will partner with PMM, Sales Engineers and Product to deliver data driven sales plays that drive new customer adoption and cross-sell expansion
- You will partner with Marketing Analytics to define the shared responsibilities of our funnel reporting and deliver propensity models to guide our new business sellers to prospects with the best fit ICP and conversion outcomes
- You will partner with Finance stakeholders to align our usage based forecast and set compensation targets for 500+ GTM sellers
- You will partner internally across Revenue Operations as a leader of this group defining our annual and long-range strategy with Twilio executives
- Our analytics team powers our sellers with insights at their fingertips to understand their portfolios and attack areas of whitespace
- Prioritizing and partnering with sales leaders globally is critical to the success of this role in a dynamic and complex business
- This position will report directly to the VP of Revenue Operations and work directly with peer leaders across RevOps to up-level and transform the execution or the organization
- Mentor, lead & coach a team of managers and their analysts driving critical weekly insights and using relative comparisons
- Cross functional collaboration - Professionalism, accountability, intraday responsiveness, and thoughtfulness as to how we partner and engage with Sales, Support, Professional Services, Wholesale/Carrier Relations, Marketing and Product to deliver best in class services to our internal customers
- Ownership & leadership - Act like an owner. Take personal accountability for results and overall engagement of teams under management
- Leverage technical and industry experience - drive scalable access to data insights via data visualization tools (Tableau). Partner with GTM teams to understand their pain points and create solutions to improve day to day operations
Our take
Traditionally, it has been difficult for businesses to establish communications systems in-house. Twilio was founded from frustration with this expensive and cumbersome process, providing easy-to-use APIs to let businesses send and receive telephone and text communications.
From these beginnings, the company has expanded through acquisitions and product development to provide a suite of services around market data and customer engagement. It is now a market leader in this space, and has developed a customer base of more than 150,000 businesses including enterprise brands such as Deliveroo, Duolingo and Toyota.
With that said, aggressive expansion and lack of maturity in some of its products has impacted the company's efficiency, and like many of its peers it has been forced to restructure heavily to remain competitive. Coming out of this restructuring, the company will focus on profitability, streamlining decision making and R&D to put itself in good stead for future success.
Kirsty
Company Specialist
Insights
Company
Funding (last 2 of 6 rounds)
Jul 2015
$130m
SERIES E
Jun 2013
$70m
SERIES D
Total funding: $250.7m
Company benefits
- Generous annual time off in all countries
- Comprehensive health programs
- Programs to help our employees plan for their retirement needs
- Generous maternity, paternity, and adoption leaves, as well as family medical care leave
- Build and present a Twilio app to earn your Twilio track jacket and receive $30 per month for e-books for continued learning and education
- Variety of snacks, drinks, and catered meals in each of our locations
- Work from home opportunities
Company values
- We are Builders: We love hard problems and believe in the indomitable power of people's ability to create a better world through ingenuity and resourcefulness. We reject the “can’t be done” and believe bold ideas and fearless iteration can resolve the most challenging problems for our customers and the world they operate in
- We are Owners: We take accountability and see things through. We take the long view, sweat the details, and think about how our work makes Twilio better every day. We recognize that we and others do our best work when we feel both empowered and accountable for outcomes
- We are Curious: We see ourselves as works in progress. We know that we don’t have all the answers, humbly seek the truth, and strive to get better every day. As individuals, as a company, and in our products, we seek continual progress over perfection and acknowledge shortcomings as a matter of fact. Progress comes not from avoiding mistakes or hard truths, but in learning from them
- We are Positrons: A positron is a positively charged electron. We are genuinely excited to serve and help others. We believe that positive energy is contagious and caring is critical. We seek to be bright spots for the people around us in every interaction, and we stand up and work for what we believe is good and right for our customers, our company, our communities, and the world at large
Company HQ
Financial District, San Francisco, CA
Articles
Founders
Khozema Shipchandler
(CEO, not founder)Has been at the company since 2018, beginning as CFO then working as COO, President of Communications then CEO. Prior to this, spent 20 years at GE, ultimately as CCO of GE Digital.
People progressing
Joined as a Business Development Representative and promoted to Team Lead Account Representative after 2 years. After four more promotions, Gilmore now works as Senior Manager of Strategic Accounts.
Diversity & Inclusion at Twilio
- Building diverse teams: We thrive when we welcome a diversity of identities, experiences, and perspectives to the team. We know that building diverse teams requires us to dismantle barriers and address the opportunity gap, and we are driving programs to do just that.
- Creating equitable experiences: Building more diverse teams is only part of the equation. It is equally important that we promote equity within our workplace as well
- Cultivating inclusive environments: Every team member plays a role in fostering an environment that is psychologically safe and inclusive. This is a significant responsibility for our managers and leaders, who hold influence and power. Therefore, we are driving educational and engagement opportunities to activate inclusive leadership behaviors throughout the organization
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