Director, GTM Business Architecture

See yourself at Twilio

Join the team as Twilio’s next Director, Go-to-Market (GTM) Business Architecture

About the job

As the Director of GTM Business Architecture & Transformation, you will design the business blueprint for how our revenue engines scale. You sit at the high-stakes intersection of Sales Strategy & Operations and Enterprise Technology (ET). Your mission is to ensure that our global GTM processes are not just functional, but a competitive advantage.

You will lead a function charted to define the "What" and "Why" of our sales process and technology ecosystem, serving as the primary bridge between the Field and Enterprise Tech. You are curious, thrive in ambiguity, driven to figure things out, and a change agent who can influence senior leaders but also roll up your sleeves to map a complex process or write a user story. This role is the gatekeeper ensuring that business requirements are high impact, clearly defined and prioritized before they reach the ET roadmap. The Director, GTM Business Architecture role reports to the VP of GTM Strategy, Operations and Enablement.

Responsibilities

In this role, you’ll:

• Process Design: Drive the design of new GTM capabilities and systemic process enhancements. You will audit existing sales motions to pinpoint bottlenecks, then architect the "to-be" state for specific workflows to ensure our tech stack is a force multiplier for the field, not a hurdle.Optimize for rep productivity, data integrity, and customer experience.
• Corporate Transformation: Serve as the primary GTM stakeholder representative into company-wide system and business process transformations (e.g., CRM migrations, tool integrations, or Billing system overhauls).
• AI & Innovation: Architect the GTM AI roadmap. Identify and define the requirements for GenAI capabilities that automate manual tasks and provide predictive insights to the field.
• Data Integrity: Collaborate with Data Engineering to ensure process design supports clean, automated reporting and data integrity
• Requirements Governance: Lead the definition of business requirements, process flows, and user stories (the “What” + the “Why”); partnering with ET who owns the functional design and technical feasibility (the How”). Ensure that what Enterprise Tech builds is exactly what the business needs.
• Strategic Intake & Prioritization: Establish and lead a formal intake and prioritization framework to rank field requests. You will trade-off field requests against technical debt and strategic imperatives, ensuring the engineering team is always focused on the highest-ROI drivers for the GTM organization
• UAT & Quality: Own the User Acceptance Testing (UAT) framework. Ensure no tool or feature launches unless it meets the "Field-Ready" standard.