Strategic Account Executive

About the role

At Twilio, we're shaping the future of communications, all from the comfort of our homes. We deliver innovative solutions to hundreds of thousands of businesses and empower millions of developers worldwide to craft personalized customer experiences. Our dedication to remote-first work, and strong culture of connection and global inclusion means that no matter your location, you're part of a vibrant team with diverse experiences making a global impact each day. As we continue to revolutionize how the world interacts, we're acquiring new skills and experiences that make work feel truly rewarding. Your career at Twilio is in your hands.

What you'll do

You will own the end-to-end strategic sales cycle for designated key accounts in Japan, driving expansion and deepening relationships with existing customers. You will develop and execute tailored growth strategies that focus on upselling and cross-selling Twilio products to maximize customer lifetime value. In this role, you will act as a primary business partner for major customers, aligning their evolving needs with Twilio's capabilities. You will leverage data and insights to forecast pipeline and revenue, ensuring disciplined execution against growth targets. Collaboration will be central as you work closely with internal teams to design solutions that meet complex customer demands. You will serve as the trusted voice of Twilio, articulating the mission and long-term vision to executive stakeholders. Ultimately, you will be responsible for sustaining long-term partnerships that fuel both customer success and Twilio's growth in the Japanese market.

Key responsibilities

• Develop and implement a comprehensive territory plan and winning strategy for target accounts to grow existing customer relationships through upsell and cross-sell initiatives.
• Collaborate with internal stakeholders including marketing, solution engineering, partner managers, and product managers to align goals and secure buy-in for strategic initiatives.
• Forecast business outcomes including revenue, opportunities, and annual run-rate business size, and manage sales funnel using SFDC and supplementary tools as the single source of truth.
• Act as an active spokesperson for Twilio's mission, vision, value proposition, and corporate story to customers, potential customers, and external partners.
• Build and maintain strong executive relationships with application owners, product managers, line of business executives, and C-level leaders across diverse industries.
• Analyze customer usage patterns and product adoption to identify expansion opportunities and champion internal discussions that drive solution enhancements.
• Partner with customer success and professional services teams to ensure seamless implementation and ongoing value realization for strategic accounts.
• Represent Twilio at industry events, virtual conferences, and customer meetings to reinforce brand presence and thought leadership.
• Maintain rigorous documentation of customer interactions, decision-making processes, and competitive landscape insights to inform future strategies.
• Continuously refine sales approaches based on feedback loops from customers and internal stakeholders to improve effectiveness and results.

Requirements

• 5+ years of combined high-touch sales experience serving Japanese customers, with demonstrated ability to engage at executive levels.
• Native-level fluency in Japanese communication, both written and verbal, to ensure clarity and trust with stakeholders.
• Comfort and effectiveness when working with highly technical leaders and business executives simultaneously.
• Strong influence and partnership-building skills to align internal stakeholders and external partners around shared objectives.
• Proven track record of developing strategic account plans and executing them to drive incremental growth.
• Systematic forecasting and pipeline management practices, leveraging data to make informed decisions.
• Commitment to upholding Twilio's mission, vision, and values in all customer and internal interactions.
• Resilience and adaptability in a fast-paced, remote-first environment where priorities may shift frequently.

Practical notes

This role operates under a remote-first work model based in Japan, allowing flexibility in work location while requiring occasional in-person attendance for team gatherings, functional off-sites, or customer meetings as needed. Engagement terms and specific hours are defined in the source documentation and may vary based on role requirements. Travel expectations and visa considerations are outlined in the official offer and source materials, ensuring compliance with local regulations and company policies.