Director, GTM Business Architecture

About the Role

The role reports to the VP of GTM Strategy, Operations, and Enablement, and you will be working closely with cross-functional teams to drive business outcomes. Your ability to thrive in ambiguity, drive change, and influence senior leaders will be essential in this role. As a seasoned professional, you will be expected to roll up your sleeves to map complex processes, write user stories, and ensure that business requirements are high-impact, clearly defined, and prioritized.

What You Will Do

• Drive the design of new GTM capabilities and systemic process enhancements, auditing existing sales motions to pinpoint bottlenecks and architecting the 'to-be' state for specific workflows.
• Serve as the primary GTM stakeholder representative into company-wide system and business process transformations, such as CRM migrations, tool integrations, or billing system overhauls.
• Architect the GTM AI roadmap, identifying and defining requirements for GenAI capabilities that automate manual tasks and provide predictive insights to the field.
• Collaborate with Data Engineering to ensure process design supports clean, automated reporting and data integrity.
• Lead the definition of business requirements, process flows, and user stories, partnering with ET to ensure functional design and technical feasibility.
• Establish and lead a formal intake and prioritization framework to rank field requests, ensuring alignment with business objectives.
• Develop and maintain relationships with key stakeholders across the organization, including sales leadership, product managers, and enterprise technologists.
• Stay up-to-date with industry trends, best practices, and emerging technologies, applying this knowledge to continuously improve GTM business architecture.

What We Are Looking For

• 8+ years of experience in go-to-market strategy, sales operations, or a related field, with a proven track record of driving business outcomes through process design and technology enablement.
• Deep understanding of sales processes, CRM systems, and sales operations, with experience in Salesforce or similar platforms.
• Strong technical skills, with the ability to understand and communicate complex technical concepts to non-technical stakeholders.
• Excellent change management and influencing skills, with the ability to drive adoption of new processes and technologies across the organization.
• Strong data analysis and problem-solving skills, with the ability to drive data-driven decision making.
• Experience working in a fast-paced, dynamic environment, with the ability to prioritize multiple projects and deadlines.
• Strong communication and collaboration skills, with the ability to work effectively with cross-functional teams.

Nice to Have

• Experience with AI and machine learning technologies, particularly in the context of sales and marketing.
• Knowledge of agile development methodologies and experience working in an agile environment.
• Certification in Salesforce or similar platforms, such as Salesforce Administrator or Developer.
• Experience working in a remote-first organization, with a strong understanding of the challenges and opportunities of remote work.

Benefits and Perks

• Competitive salary and equity package, with a comprehensive benefits package including health, dental, and vision insurance.
• Flexible working hours and remote work options, with a stipend for home office setup and internet expenses.
• Opportunities for professional development and growth, with a budget for training and conferences.
• Access to the latest tools and technologies, with a strong focus on innovation and experimentation.
• Collaborative and dynamic work environment, with a team of experienced professionals who are passionate about their work.

• Develop a strong understanding of go-to-market strategy and sales operations, including experience with CRM systems like Salesforce.
• Showcase your ability to drive change and influence senior leaders, with a focus on data-driven decision making and process design.
• Highlight your technical skills, including experience with AI and machine learning technologies, and your ability to communicate complex concepts to non-technical stakeholders.
• Prepare to talk about your experience working in a fast-paced, dynamic environment, and your ability to prioritize multiple projects and deadlines.
• Research Twilio's company culture and values, and be prepared to discuss how your skills and experience align with their mission and vision.
• Practice your problem-solving skills, and be prepared to provide examples of how you have driven business outcomes through process design and technology enablement.