PIPELINE - Enterprise Account Executive (West) - Segment

See yourself at Twilio

Join the team as Twilio’s next Enterprise Account Executive - Segment.

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. 

About the job

This position is needed to support our Segment Sales organization. Segment standardizes and streamlines data infrastructure with a single platform that collects, unifies, and sends data to hundreds of business tools with the flip of a switch. That way, our customers can focus on building amazing products and personalized messages for their customers, letting us take care of the complexities of processing their customer data reliably at scale. 

Continuing to build out and grow our Enterprise business is a strategic component to our go-to-market strategy. We bring incredible value to growth, mid-market and enterprise companies, and thrive on finding new use cases to optimize their customer engagement.  With no vertical restraints, the sky's the limit to what we can accomplish. The right person for this role is a go-getter, who wants to develop and identify new revenue opportunities across Enterprise accounts with experience and a passion for new logo acquisition, and experience in driving scaled motions around customer expansion. 

Responsibilities

In this role, you’ll:

• Drive opportunities through the entire sales cycle from pipeline generation through to close and post-sales 
• Employ a value-oriented sales methodology with a focus on use cases spanning customer data and marketing activation
• Build upon the growth & adoption of Segment in the Enterprise business segment
• Own the cross functional team from Pre-Sales through to working with Customer Success
• Drive a pipeline generation cadence to develop expansion opportunities from our existing customer base and land new target accounts
• Lead compelling presentations of Segment’s product and vision to a broad range of audiences from c-level executives to individual contributors leveraging Segment’s value-based sales methodology
• Provide timely and accurate forecasts and clear visibility on sales and revenue performance by actively handling your pipeline of opportunities on pre-committed revenue deals 
• Leverage and coordinate cross-functional internal teams to efficiently navigate complex sales cycles (incl. Sales Development, Legal, Engineering, Security, Marketing, Product and Customer Success) 
• Work closely with Twilio team members to drive company-wide deployments of Twilio/Segment use cases, but specifically responsible for the pre-committed ARR

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:

• Have 7+ years of quota carrying sales experience, selling to primarily to Enterprise accounts
• Experience in a pipeline generation motion and a weekly metrics-based approach that measures key activity and pipeline adds
• Maintain a proven record of consistently exceeding quotas
• SaaS based sales experience
• Value based sales methodology in line with Force Management and MEDPICC
• Strong understanding of the Martech industry and the role of data in driving business decisions
• Are proficient in modern sales processes/methodologies
• Have excellent presence and proven track record to influence and sell at all levels, from individual contributors to C-Suite
• Possess strong analytical skills with a deep understanding of forecasting & pipeline management

Desired:

• Cross selling experience in IT, Marketing, Data, Product, Analytics and Engineering
• Previous CDP or Martech sales experience 
• Deep commercial expertise in structuring SaaS contracts
• Experience with data and how to leverage data to help busin