Responsibilities

• Domain Ownership & Process Design: Act as the strategic owner for specific segments of the GTM lifecycle (e.g., Prospecting, Deal Execution, Specialist Alignment). Conduct systemic audits of existing sales motions to pinpoint bottlenecks, then architect the "to-be" workflows to eliminate non-selling friction.
• Requirements Governance (The "What" & "Why"): Author high-fidelity BRDs, process flowcharts, and User Stories. Define the upstream "Data Contracts," partnering closely with ET leads who own the technical configuration (the "How"). Ensure ET builds exactly what the business needs with zero ambiguity.
• Strategic Intake Triage: Utilize the GTM Priority Matrix to evaluate and rank inbound field requests. Actively filter out tactical "noise," trading off field requests against technical debt to ensure engineering resources are focused solely on the highest-ROI drivers.
• UAT & Defect Governance: Lead the User Acceptance Testing (UAT) framework for your domain. Execute test scripts, run defect triage, and manage the Business "Go/No-Go" sign-off. Ensure no feature launches unless it meets the "Field-Ready" standard.
• The Closed-Loop Feedback Engine: Partner with Enablement and Data Analytics to track downstream adoption. Monitor system telemetry to measure behavioral adoption, tying the technical build to quantifiable revenue ROI.
• GTM AI Execution: Support the deployment of the GTM AI roadmap. Operationalize Generative AI POCs into daily rep workflows, capturing frontline feedback to iterate and scale.
• Cross-Functional Alignment: Maintain strict operational boundaries (RACI) across GTM, ET, and Enablement. Provide the functional blueprints to Enablement to ensure training aligns perfectly with the technical architecture.

Requirements

• 7+ years of experience within a management consulting firm, enterprise revenue architecture function, or GTM transformation group.
• Strong combination of high-level strategic mindset and technical background; ability to translate strategy into disciplined systems architecture.
• Exceptional ability to simplify complex technical concepts for GTM stakeholders and translate vague business wants into precise technical needs for ET engineers.
• Deep expertise in the Salesforce ecosystem and integrated GTM tools (e.g., Gong, Outreach); understanding object relationships, data schemas, and API limitations.
• Think Like a Seller: empathy with the Field and designing systems to maximize rep productivity and minimize administrative tax.
• Process Rigor: experience building BRDs, process mapping, executive-level decks.
• The Driver Persona: proactive, can identify friction, align stakeholders, and drive solutions through to execution.
• Scale Mindset: planning for Twilio Revenue Engine in 2 years.
• Best fit for someone with 6 to 7 years in enterprise revenue architecture or GTM transformation, with a strong hands-on ability to translate strategy into scalable systems.

Benefits

• 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.