Director, New Technologies Business Development

Who we are 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. We use Artificial Intelligence (AI) to help make our hiring process efficient. That said, every hiring decision is made by real Twilions! . See yourself at Twilio Join the team as Twilio’s next Director, New Technologies Business Development! About the job This position is needed to lead the New Technologies Business Development team! As the leader of the New Technologies Business Development team in the GTM Innovation organization, you will inform the GTM strategy and shape the early traction for all new technologies and new solutions in incubation, including assets acquired through M&A. More specifically, you will own the end-to-end commercial / customer journey from early design partnership through private beta, and eventually general availability (GA), partnering closely with cross-functional stakeholders across Global Sales, Specialist Sales, Product & Engineering organizations. Your job is to “crack the code” on building a repeatable GTM blueprint for all new technologies that the rest of the Global Sales organization will eventually follow. We are looking for someone who thrives in the 'gray space' between Product and GTM. The ideal candidate is a hands-on strategist who loves building GTM playbooks just as much as they love closing deals. You are an AI-first (technical) seller, energized by navigating complex ecosystems and influencing leaders. Beyond your immediate purview, you are a natural dot-connector who brings critical market insights and pattern matching back to the broader team. Responsibilities In this role, you’ll: Core Responsibilities: Influence key customer champions and buyers’ decision-making early by partnering closely with Global Sales account team counterparts and the GTM Innovation Enterprise Architects Drive market and ecosystem development for new solution areas and/or target markets by cultivating relationships with critical ecosystem players, including but not limited to VCs, market leaders, and other ecosystem players/partners to test solution market fit and drive initial traction for new solutions within the ecosystem Think strategically and able to clearly communicate both internally and externally GTM’s perspective on the evolving macro market and customer trends to inform decisions and direction for new solutions development and product design partnership Educate customers on how they should think about solving their most critical business problems and business model monetization in the age of agentic transformation across different use cases leveraging different multi-product solutions from Twilio platform Drive end-to-end commercial success from design through GA phase on all new technologies and solutions by incubating and iterating the motion and proving it on the initial set of deals that will inform how we go to market at scale Including regional nuances and playbooks and working closely with Pricing, Finance, and Product on early market willingness-to-pay feedback Prioritize execution of company big bets around accelerating gross profit growth by driving multiproduct adoption and diversifying the product mix (thru adoption of new technologies that enable delivery of customer ROI across the platform) Phase Specific Responsibilities: Design — Goal is to drive discovery and co-design partnerships Recruit target customers Uncover business problems Lead initial discovery for new use cases of focus for new solution / new technologies incubation Collaborate with GTM Enterprise Architects in running design incubation workshops globally Private beta — Drive private beta commitments Identify, hunt, and pitch private beta and value of new technologies Drive customer commits and initial engagement to get them enrolled into private beta Start authoring the sales playbook GA — First deals signed Drive initial global deals on new technologies as an overlay Model the pitch “Perfect the recipe” on sales playbook before broader Global Sales enablement 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: Demonstrated entrepreneurial experience — specifically in launching new products or solutions to market and owning the GTMs strategy and/or execution, preferably with a strong sales background (e.g., driving early sales pre-product market fit, and finding excitement in driving the product market fit eventually, and leading the development of the entire GTM strategy) Strong communication skills and executive presence — whether it’s in board rooms with c-level stakeholders, customer meetings, or internal meetings with cross-functional stakeholders Ability to have strong opinions loosely held and willingness to lean into ambiguity — and proof of thriving in such environment previously Prior background or exposure to successful corporate development and/or M&A — and the GTM integration process thereafter Product focus — Strong understanding of Twilio’s products and services, as well as the broader market dynamics of SaaS, specifically in cloud computing, Gen AI, CRM, CDP, and/or CPaaS. You are naturally drawn to thinking and talking about evolving macro trends in SaaS and AI constantly and have a product mindset you take into your customer/partner conversations Navigating cross-functionally — Ability to influence cross-functional stakeholders and work collaboratively to get things done. You know when to lead vs. step back and support Demonstrated success as a utility technical seller - having a successful track record of quickly ramping up in new domains and and driving commercial success Experience working with industry leading AI agents, thinking ahead, writing "job descriptions" for agents to support you as a next-gen GTM operator in the age of AI Desired: Industry domain expertise in CIAM and/or data is a huge plus Ability to read trends at both macro and micro levels in relevant industries and product areas and articulate thoughtful and strategic GTM perspective Ability to deeply understand technical requirements and translate them into business outcomes Demonstrated aptitude in sitting in the intersection of GTM and R&D, through experiences such as leading early sales at a high-growth startup or leading intrapreneurship efforts (e.g., Worldwide Specialist Organization WWSO at AWS) Location This role will be based in the United States. Travel We prioritize connection and opportunities to build relationships with our customers and each other. For this role, approximately 20% 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, Illinois, Maryland, Massachusetts, Minnesota, Vermont or Washington D.C. : $207,200.00 - $259,000.00. Based in New York, New Jersey, Washington State, or California (outside of the San Francisco Bay area): $219,360.00 - $274,200.00. Based in the San Francisco Bay area, California: $243,680.00 - $304,600.00. This role may be eligible to participate in Twilio’s equity plan and corporate bonus 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. The successful candidate’s starting salary will be determined based on permissible, non-discriminatory factors such as skills, experience, and geographic location. Applications for this role are intended to be accepted until April 03, 2026, but may change based on business needs. Twilio thinks big. Do you? We like to solve problems, take initiative, pitch in when needed, and are always up for trying new things. That's why we seek out colleagues who embody our values — something we call Twilio Magic. Additionally, we empower employees to build positive change in their communities by supporting their volunteering and donation efforts. So, if you're ready to unleash your full potential, do your best work, and be the best version of yourself, apply now! If this role isn't what you're looking for, please consider other open positions. Twilio is proud to be an equal opportunity employer. We do not discriminate based upon race, religion, color, national origin, sex (including pregnancy, childbirth, reproductive health decisions, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, genetic information, political views or activity, or other applicable legally protected characteristics. We also consider qualified applicants with criminal histories, consistent with applicable federal, state and local law. Qualified applicants with arrest or conviction records will be considered for employment in accordance with the Los Angeles County Fair Chance Ordinance for Employers and the California Fair Chance Act. Additionally, Twilio participates in the E-Verify program in certain locations, as required by law.