Account Executive New Business

About the role

This role is dedicated to a sales professional who will concentrate on cultivating new business with Twilio's largest clients. You will own the responsibility of growing revenue and strengthening relationships within key accounts in the communications platform sector. The position requires a strategic mindset to manage and expand relationships with significant technology, logistics, and fintech companies. You will be tasked with creating and implementing account strategies to achieve strong revenue and profit growth for these critical portfolios. Success in this role depends on your ability to collaborate with internal teams to uncover new revenue streams hidden within your existing customer base. You will act as a pivotal member of a cross-functional account team, working closely with product, finance, support, and services departments to ensure alignment. Maintaining accurate sales forecasts and consistently delivering on financial targets is a core component of this position. The role involves conducting consultative sales engagements where you focus on deeply understanding customer needs and advocating for them internally to drive solutions.

Key facts

What you'll do

• Assume ownership of managing and expanding relationships with significant technology, logistics, and fintech companies to drive strategic growth.
• Develop and execute comprehensive account strategies designed to achieve strong revenue and profit growth across key portfolios.
• Partner with internal stakeholders to discover and unlock new revenue streams embedded within your existing customer base.
• Function as a key member of a cross-functional account team, actively collaborating with product, finance, support, and services to align objectives.
• Maintain precise sales forecasts and consistently deliver on ambitious financial targets and quotas.
• Conduct high-level consultative sales engagements focused on understanding complex customer needs and advocating for them internally.
• Identify strategic opportunities within accounts by analyzing usage patterns and aligning Twilio solutions with evolving business goals.
• Build and maintain executive-level relationships with C-suite and director-level stakeholders in client organizations.
• Leverage data and market insights to position Twilio's solutions as critical components of the client's technological infrastructure.
• Proactively manage the entire sales cycle from initial engagement through to expansion and renewal within key accounts.
• Work closely with implementation and success teams to ensure seamless onboarding and ongoing value realization for strategic clients.
• Champion customer feedback internally to influence product development and enhance solution offerings.
• Monitor competitive landscape and adjust account strategies to maintain Twilio's position as the partner of choice.
• Drive initiatives that increase wallet share and deepen the integration of Twilio products within client ecosystems.

Requirements

• Possess over 4 years of combined experience in new business acquisition or strategic sales, specifically managing quantitative and analytical products for clients.
• Demonstrate a proven ability in relationship management, cross-selling, upselling, and solutions consulting to complex enterprise environments.
• Exhibit comfort when interacting with and influencing both business and technical leaders across hierarchical levels.
• Show experience in developing data-driven account strategies to identify opportunities and clearly demonstrate tangible value to clients.
• Have a demonstrated history of successfully managing business forecasts, pipeline, and financial models with accuracy.
• embody an entrepreneurial spirit with a demonstrated drive to establish robust processes and build scalable programs from the ground up.
• Maintain strong verbal and written communication abilities to articulate complex solutions and value propositions.
• Hold a Bachelor's degree or possess equivalent work experience that demonstrates a comparable level of professional readiness.

Nice to have

• Bring experience with cross-selling initiatives targeted at marketing, engineering, and product departments within client organizations.
• Possess a background in selling telecommunications, CPaaS, or PaaS solutions to enterprise customers in regulated markets.

Skills & tools

• Expertise in consultative sales methodologies and strategic account management frameworks.
• Advanced capability in financial modeling to forecast revenue and assess deal profitability.
• Strong data analysis skills to interpret usage metrics and derive actionable insights for account growth.
• Proficiency in CRM software for managing complex sales pipelines and maintaining accurate account records.
• Excellent written and verbal communication skills for crafting compelling narratives and executive-level reporting.
• Ability to synthesize technical product features into clear business benefits for non-technical stakeholders.
• Experience with negotiation frameworks to secure mutually beneficial agreements with key decision-makers.
• Familiarity with collaboration tools necessary for working effectively within cross-functional remote teams.

Practical notes

• Approximately 30% travel is expected for customer and team engagement, requiring flexibility for both domestic and regional travel within the Australia region.
• Twilio offers competitive compensation, generous time off, parental and wellness leave, healthcare, and retirement savings programs. Specific benefits vary by location and must be reviewed within the context of Australian employment law and regional policies.
• This role is based in a remote capacity but requires participation in team meetings and client calls across various time zones, necessitating reliable connectivity and self-management skills.
• The successful candidate will be expected to adhere to Twilio's internal compliance and data security protocols rigorously, particularly when handling client information remotely.
• Applicants must be legally authorized to work in Australia and possess the right to live and work in the country without sponsorship requirements for the duration of the contract.
• The position demands a high level of discipline and organization due to the asynchronous nature of remote work, with a focus on delivering results rather than hours logged.
• This is a full-time position classified under the Sales team with a primary focus on new business development in the Asia-Pacific region, specifically tailored for candidates residing in or near the Australia time zone.
• The role involves frequent interaction with technical and non-technical stakeholders, requiring a balance of technical acumen and commercial awareness to succeed in a fast-paced SaaS environment.