Senior GTM Strategic Operations Manager

See yourself at Twilio

Join the team as Twilio’s next Senior GTM Strategic Operations Manager.

About the job

Twilio is seeking a Senior Manager to join the Strategic Operations pillar within Sales Operations.  We are seeking a high-impact individual to serve as the chief architect of our sales capacity and the primary voice of business performance insights.  In this role, you will bridge the gap between "what the board wants" and "what our sales engine can actually deliver." You won't just report on the numbers; you will own the capacity models that dictate our hiring plans and provide the strategic insights that tell our Leadership Team (LT) where to double down and where to course-correct.  You keep the GTM organization grounded in reality. You thrive on the challenge of balancing aggressive growth with operational feasibility, and you are never satisfied with a report that doesn't end in a recommendation. The right candidate will have a proven track record of managing sales capacity models, working with multiple stakeholders, and seeing recommendations through to execution.

Responsibilities

In this role, you’ll:

• The "Engine" Architect: Design and maintain complex sales capacity models to determine how our GTM organization is performing across the different segments (Strategic, NB, Self Service) update key assumptions as needed, and recommend changes to the GTM organization as a result.
• Ramp & Productivity Modeling: Define and track "Time-to-Productivity" and ramp-adjusted quotas. You will ensure we aren't over-relying on "bluebirds" or under-utilizing our existing talent.
• The "So What?" Factor: Move beyond data extraction to data interpretation. You will analyze performance trends (e.g., close win rates, cycle length, ASP) to identify the "Why" behind performance gaps. 
• Segment Deep-Dives: Leverage customer segmentation data to highlight which cohorts are driving growth and which are underperforming, providing actionable recommendations to Sales VPs.
• Executive Narratives: Prepare data-backed narratives for key leadership meetings, translating operational metrics into strategic business stories.
• Stakeholder Management: Act as the strategic liaison between Sales, Finance, and HR. You will "circle the room" effectively to ensure all leaders are aligned on capacity assumptions.

Who you Are:

• Strategic Thinker: You don't just see a headcount number; you see the revenue velocity it represents.
• Meticulous: You catch the 1% variance in ramp-time that could lead to a $50M miss in six months.
• Empowered Leader: You don't wait for permission to solve a bottleneck;