Director, Sales Planning and Strategy


  • Full Time

See yourself at Twilio

Join the team as our next Director, Sales Planning & Strategy

Who we are & why we’re hiring

Twilio powers real-time business communications and data solutions that help companies and developers worldwide build better applications and customer experiences.

Although we're headquartered in San Francisco, we have presence throughout Europe, Asia and Australia. We're on a journey to becoming a globally anti-racist, anti-oppressive, anti-bias company that actively opposes racism and all forms of oppression and bias. At Twilio, we support diversity, equity & inclusion wherever we do business. We employ thousands of Twilions worldwide, and we're looking for more builders, creators, and visionaries to help fuel our growth momentum.

About the job

You will lead Sales Planning end to end as a Director in our Go-to-Market Strategy & Analytics (GTM SA) organization. You will own critical components of the planning process driving strategic decisions on sales coverage and capacity models as well as operationalizing them through territory carving, productivity target and quota setting, etc. supported by analytics that enable executive decision making. You will wear the customer’s shoes bringing a balanced perspective across frontline sales reps and the company's strategic objectives working with key stakeholders that include Chief Revenue Officer, Regional sales leaders and GTM SA business partners to the sales organization. You will coordinate and align critical functions like sales operations and sales compensation around streamlined, efficient processes that deliver a superior experience to sales for a fast start to the financial year. This is a highly visible and impactful role in Twilio’s Go-to-Market org.


In this role, you’ll:

  • Own the design, enablement, support and continued evolution of critical Annual Planning processes, such as Quota Setting, Capacity Modeling and Roster Management
  • Own our instance of sales planning tools like Adaptive and Anaplan
  • Be a thought leader, taking responsibility for constantly thinking of how we can improve our processes, striving for a perpetual state of making things better
  • Coordinate and negotiate as needed with 3rd party vendors and contractors to ensure a robust systematic solution is in place to support the complexity of the planning process
  • Drive stakeholder engagement and support for completing key processes, as well as thinking proactively to ensure communication and support are tailored to upcoming demands
  • Deliver top level support to your internal customers, providing thorough enablement, work instructions and acting as the point of contact for any questions and escalations
  • Be able to fluidly transition between high-level synthesized executive presentations and in-depth, rolling up the sleeves detailed support and analysis
  • Define and ensure adherence of policies policies and processes related to Annual Planning
  • Collaborate extensively across other functions like Finance, Sales operations, Data strategy and Analytics
  • Own and deliver the data and analytics required to facilitate the quota setting process


Not all applicants will have skills that match a job description exactly. Twilio values diverse experiences in other industries, and we encourage everyone who meets the required qualifications to apply. While having “desired” qualifications make for a strong candidate, we encourage applicants with alternative experiences to also 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!


  • Directly relevant experience owning most or all of an Annual Planning process for a dynamic GTM organization
  • Overall 8-10 years of experience in Sales functions like strategy, operations, etc. with 3-5 years of direct experience in Sales strategy and planning
  • Broad understanding of the GTM motion, including sales organizational models, compensation plans and quota structuring
  • Strong written and verbal communication skills, including the ability to create and communicate high level executive summaries and in-depth work instructions and process documentation
  • Experience and above average skillset using enterprise planning tools such as Salesforce, Adaptive Insights and Anaplan
  • Experience in a SaaS company directly or in a strategy consulting environment preferred


This role will be fully remote, located within the United States

Approximately <10% travel is anticipated

What We Offer

There are many benefits to working at Twilio, including, in addition to competitive pay, things like generous time-off, ample parental and wellness leave, healthcare, a retirement savings program, and much more. Offerings vary by location.

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.

*Please note this role is open to candidates outside of Colorado as well. The information below is provided for those hired in Colorado only.

*If you are a Colorado applicant:

  • The estimated pay range for this role, based in Colorado, is 176,080.00 – $220,100.00
  • Additionally, this role is eligible to participate in Twilio's equity plan.

The successful candidate’s starting salary will be determined based on permissible, non-discriminatory factors such as skills, experience, and geographic location within the state. This role is also eligible to participate in Twilio’s equity plan and for the following benefits: health care insurance, 401(k) retirement account, paid sick time, paid personal time off, paid parental leave.

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Twilio is proud to be an equal opportunity employer. Twilio is proud to be an Equal Employment Opportunity and Affirmative Action 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. Additionally, Twilio participates in the E-Verify program in certain locations, as required by law.

Twilio is committed to providing reasonable accommodations for qualified individuals with disabilities and disabled veterans in our job application procedures. If you need assistance or an accommodation due to a disability, please contact us at