Strategic Account Executive 4 - Twilio.org

TL;DR

Strategic Account Executive 4 (Twilio.org): Own and grow portfolio of strategic social impact and nonprofit accounts with accountability for net-new bookings, expansion, and revenue growth. Focus on developing executive relationships, creating multi-year account plans, qualifying opportunities, closing deals, and mapping Twilio capabilities to impact use cases like citizen engagement and crisis response.

Location: Remote (US), not eligible to be hired in CT, NJ, NY, WA, PA or surrounding areas of San Francisco, Oakland, or San Jose, CA. Approximately 25% travel anticipated.

Company

Twilio shapes the future of communications, delivering solutions to businesses and developers while Twilio.org supports nonprofits and social enterprises tackling global problems through technology.

What you will do

• Own and grow strategic social impact and nonprofit accounts, driving net-new bookings, expansion, and long-term revenue.
• Build trust-based relationships with executive stakeholders by understanding missions, priorities, and tech ecosystems.
• Create and execute multi-year account plans aligning Twilio.org solutions to customer outcomes and digital transformation.
• Identify, qualify, and close opportunities while expanding via cross-sell, upsell, and programmatic growth.
• Act as trusted advisor, mapping Twilio capabilities to real-world impact use cases like crisis response and fundraising.
• Partner with ecosystem (resellers, SIs, nonprofit networks) for co-sell, funding, and market access.
• Maintain pipeline, deliver forecasting in Salesforce, and collaborate cross-functionally with product, engineering, finance, and marketing.

Requirements

• 8+ years in sales or consulting focused on non-profit or social impact accounts
• 8+ years selling complex technical products or relevant consulting experience
• Deep experience in partner ecosystems and co-selling with partners (SIs, etc.)
• Ability to influence and build C-level relationships internally and externally
• Experience selling to enterprise customers with complex needs
• Technical savvy with cloud, APIs, communications, and enterprise software; solution selling experience
• Proven track record developing, negotiating, and structuring complex deals
• Exceptional communication, forecasting, and execution in fast-paced environments

Nice to have

• 5+ years in technology revenue roles
• Familiarity with public sector contracting, pricing, and ecosystems
• Experience leveraging partners for implementations, RFPs, and revenue opportunities
• Knowledge of State/Local Government and Higher Ed markets

Culture & Benefits

• Remote-first work with strong culture of connection and global inclusion
• Competitive pay, equity plan, commissions, healthcare, 401(k), generous time off, parental and wellness leave
• Opportunities for volunteering, donations, and community impact
• Emphasis on Twilio Magic values: solve problems, take initiative, try new things