Strategic Account Executive 3 - ISV

TL;DR

Strategic Account Executive 3 - ISV (Communications): Lead relationships with enterprise communications platform customers consuming messaging, voice, and email services with an accent on consultative, highly analytical sales cycles and protecting/growing revenue, gross margin, and gross profit. Focus on building cross-functional partnerships, running disciplined forecasting, and using Salesforce CRM to drive accurate pipeline and executive-ready guidance.

Location: Remote (US) — not eligible to be hired in San Francisco, CA, Oakland, CA, San Jose, CA, or the surrounding areas. Travel: ~15%.

Salary: $103,376 - $129,220 (USD) (based in Colorado, Hawaii, Illinois, Maryland, Massachusetts, Minnesota, Vermont or Washington D.C.).

Company

Twilio provides communications solutions for businesses and developers.

What you will do

• Manage and expand key ISV customer accounts and execute account strategy to deliver revenue, gross margin, and gross profit results.
• Drive consultative, discovery-led sales cycles with enterprise customers and champion customer needs internally.
• Partner with product, finance, support, and services to identify new revenue opportunities within the account portfolio.
• Run disciplined forecasting, achieve goals, and present guidance to executive management.
• Maintain an accurate sales pipeline and forecast using Salesforce CRM.
• Act as a trusted subject matter expert and share industry updates with the GTM sales organization.

Requirements

• 5+ years of tech sales experience, including 3+ years in a full-cycle closing role.
• Proven expertise in managing quantitative, highly analytical products/solutions for customers.
• Experience with relationship management, cross-sells, upsells, and solutions consulting.
• Strong ability to work with business and technical leaders and influence their understanding.
• Track record of managing business forecasts and financial models; analytical account development strategy using data.
• Excellent verbal and written communication skills; Bachelor’s degree or equivalent experience.

Nice to have

• Experience selling to ISVs.
• Experience selling Software, SaaS, CPaaS, or PaaS.
• Experience selling API-based solutions.

Culture & Benefits

• Remote-first work model with ~15% travel for in-person connection.
• Competitive pay, generous time off, and ample parental and wellness leave.
• Healthcare benefits and a retirement savings program (offerings vary by location).
• Eligible for commissions and may participate in Twilio’s equity plan.

Hiring process

• Application review followed by interviews to assess sales experience, consultative selling approach, and cross-functional collaboration.
• Final evaluation includes fit for enterprise account leadership and forecasting/financial modeling capability.