About the job

This position is needed to lead our NAMER New Business SDR team, focusing entirely on driving net-new customer acquisition across high-growth prospects. The Sales Development team is a critical pillar of our go-to-market strategy, driving the top of the funnel to secure new logos. In this role, you will lead a team operating at the intersection of a product-led growth (PLG) motion and outbound prospecting - empowering SDRs to activate strategic ICPs by mapping Twilio's platform value to high-priority, vertical-specific customer needs. As the frontline face of our brand, our SDRs must adapt quickly and execute with high precision to win market share.

The ideal candidate is a highly collaborative, data-driven leader with a proven track record in pipeline generation and a passion for modern, inbound-to-outbound conversion strategies. You have experience navigating complex account lists, scaling outbound motions in a fast-paced environment, and a genuine passion for coaching and investing in your team's long-term career growth.

Responsibilities

In this role, you'll:

• Lead, coach, and develop a team of 8+ reps through regular 1:1 mentoring, tactical skill alignment, and localized training to elevate pipeline performance.
• Own regional team performance metrics (activity, conversion rates, and pipeline contribution), utilizing data analysis to continuously optimize outreach strategies and business outcomes.
• Empower reps to master all SDR skillsets, including prospecting, refining account targeting, tailoring messaging for different regional buyer personas, and applying use cases effectively.
• Collaborate cross-functionally with Sales and GTM leadership to establish tight feedback loops, streamline workflows, and build a consistent, high-quality pipeline generation machine.
• Drive optimized adoption of the SDR tech stack (SFDC, Outreach, ZoomInfo, LI Sales Nav, Gong) to build out repeatable, efficient workflows.
• Hire, onboard, and scale future talent while proactively managing performance gaps and cultivating a highly motivated, high-accountability team culture.

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:

• 2+ years of Sales/SDR leadership in high-growth technology companies, with a proven track record of meeting or exceeding net-new logo pipeline targets.
• Demonstrated success in high-growth customer acquisition, with experience executing or coaching teams through product-led growth (PLG) or hybrid inbound-to-outbound motions.
• Proven ability to activate strategic ICPs by coaching reps to map platform value to high-priority, vertical-specific customer needs.
• Skilled at championing and testing AI within SDR workflows to optimize prospecting, sequencing, and research.
• Expertise in steering signal-led, high-quality outbound strategies that blend highly tailored vertical messaging with structured activity KPIs to win target accounts.
• Strong understanding of the cloud communications/SaaS industry and the ability to leverage data to optimize qualification and messaging strategies.
• Proficiency with modern SDR tech stacks (e.g., SFDC, Outreach, ZoomInfo, LI Sales Nav, Gong) and a track record of driving tool adoption to streamline workflows.
• Excellent executive presence with a demonstrated ability to analyze performance data, coach reps 1:1, and influence stakeholders from ICs to the C-suite.

Desired:

• Experience supporting and/or selling SaaS products (CDP or CPaaS preferred).
• Strong analytical skills with a focus on pipeline forecasting and rep performance diagnosis.
• Experience driving multi-threaded engagements across IT, Marketing, Data, and Engineering personas.

Location

This role will be remote, but is not eligible to be hired in CT, NJ, NY, WA, PA or the surrounding areas of San Francisco, CA, Oakland, CA, or San Jose, CA

Travel

We prioritize connection and opportunities to build relationships with our customers and each other. For this role, approximately 25% 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, Minnesota or Vermont : $121,100 - $151,300.
• Based in Washington D.C., Illinois, Maryland, Massachusetts or California (outside of the San Francisco Bay Area): $127,800 - $159,700.
• Based in New York, New Jersey, Washington State, or the San Francisco Bay area, California: $134,500 - $168,100.
• This role may be eligible to participate in Twilio's equity 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.
• This role is eligible to earn commissions.

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 September 1, 2026, but may change based on business needs.