Manager, Deal Desk

<div class="content-intro"><p><strong>Who we are&nbsp;</strong></p> <p>At Twilio, we’re shaping the future of communications, all from the comfort of our homes. We deliver innovative solutions to<a class="c-link" href="https://customers.twilio.com/" target="_blank" data-stringify-link="https://customers.twilio.com/" data-sk="tooltip_parent">&nbsp;hundreds of thousands of businesses&nbsp;</a>and empower millions of developers worldwide to craft personalized customer experiences.</p> <p>Our dedication to <a class="c-link" href="https://www.twilio.com/en-us/blog/open-work" target="_blank" data-stringify-link="https://www.twilio.com/en-us/blog/open-work" data-sk="tooltip_parent">remote-first work</a>, 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.<br><span style="color: rgb(255, 255, 255);">.</span></p> <p><strong>Hiring and how we work</strong></p> <p>We use Artificial Intelligence (AI) to help make our hiring process efficient. That said, every hiring decision is made by real Twilions!&nbsp;</p> <p>Also, while we are a remote-first company, you may be asked to report in person on an ad-hoc basis for team gatherings, functional off-sites or customer meetings.&nbsp;<br><span style="color: rgb(255, 255, 255);">.</span></p></div><p><strong>See yourself at Twilio</strong></p> <p>Join the team as Twilio’s next&nbsp; Manager, Deal Desk.</p> <p><strong>About the job</strong></p> <p>Twilio is looking for a curious, action-oriented Manager for the Deal Desk Team who lives the <a href="https://www.twilio.com/company/values">Twilio Magic</a> to support our ISV and MarTech NAMER Sales team. This is an exciting role for the individual to gain and expand their broad spectrum of cross functional interactions and lead non-standard commercial agreements or Order Forms (OF) from end-to-end. This role will serve as a leader in the organization and will work to enforce and define process shaping the NAMER selling motion, appropriately structuring deals to be a ‘Win-Win’ for both the customers and Twilio!&nbsp; You will be passionate, dedicated and have the ability to understand complex problems while providing explanations and solutions which are sound and clearly communicated.&nbsp;&nbsp;</p> <p><strong>Responsibilities</strong></p> <p>In this role, you’ll:</p> <ul> <li>Build and maintain trusted working relationships with aligned Sales leaders on the NAMER&nbsp; team and serve as strategic advisor to all sellers. Relationships should be structured with consistent mechanisms for deal prioritization and review, in order to ‘own’ the total deal flow under aligned leaders.</li> <li>Oversee the team’s partnership with Sales to ensure commercially sound deals are structured by analyzing tradeoffs across price, volume, and risk, ensuring all structures align with Twilio’s financial guardrails.</li> <li>Lead the architecture, governance, and optimization of complex financial models and pricing frameworks, ensuring absolute accuracy and strategic alignment for high-value, non-standard commercial deals requiring executive approval.</li> <li>Act as a ‘Player-Coach’ for a team of analysts, helping to both manage deal flow across the team and serve as an owner of complicated deal work yourself.&nbsp;</li> <li>Supervise end-to-end, quote-to-signature support for strategic deals, including: pricing and financial analysis, order form creation, evaluating redlines, Docusign execution and opportunity closure.&nbsp;</li> <li>Collaborate with and establish solid trusted working relationships with other sales supporting teams, including: Product Management, Commercial Legal, Billing Operations, Order Management, and Finance, with the ability to influence policy, process and tooling automation requirements.</li> </ul> <p><strong>Qualifications&nbsp;</strong></p> <p>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!</p> <p><strong>*Required:</strong></p> <ul> <li>A Bachelor’s or Associate’s Degree plus minimum 5 years experience in Deal Management, Sales Operations, Sales, Finance, or Business Operations preferably in contracting, procurement, or billing operations. If no degree, a minimum of 7 years relevant experience is required.</li> <li>A minimum of 2 years experience directly managing a team, preferably in a relevant field as described above.</li> <li>Demonstrated ability to manage or delegate complex, bespoke financial analysis..&nbsp;</li> <li>Demonstrated ability to manage or delegate all types of commercial customization needed to execute deals with strategic customers, or a willingness to learn.</li> <li>A willingness to work closely with AEs throughout their sales cycle, provide exceptional customer service, and enable the best sale possible for Twilio.</li> <li>A diligent, detail oriented skill set, able to work in a fast-paced environment and juggle multiple responsibilities at one time, while remaining extremely organized.</li> <li>Excellent verbal and writing skills and the ability to comprehend complex written concepts, as well as the ability to communicate these concepts to others.</li> <li>High integrity character that aligns with the <a href="https://www.twilio.com/company/values">Twilio Magic</a></li> </ul> <p><strong>Desired:</strong></p> <ul> <li>Comprehensive experience in Salesforce, Docusign, CPQ systems, Conga CLM, MS-Office and / or G-Suite</li> </ul> <p>&nbsp;</p> <p><strong>Location</strong></p> <p>This role will be remote,<em> </em>but is not eligible to be hired in CA, CT, NJ, NY, PA, WA.</p> <p><strong>Travel&nbsp;</strong></p> <p>We prioritize connection and opportunities to build relationships with our customers and each other. For this role, approximately 5% travel is anticipated to help you connect in-person in a meaningful way.&nbsp;</p> <p><strong>What We Offer</strong></p> <p>Working at Twilio offers many benefits, including competitive pay, generous time off, ample parental and wellness leave, healthcare, a retirement savings program, and much more. Offerings vary by location.</p> <p><strong>Compensation</strong></p> <p><em>*Please note this role is open to candidates outside of California, Colorado, Hawaii, Illinois, Maryland, Massachusetts, Minnesota, New Jersey, New York, Vermont, Washington D.C., and Washington State. The information below is provided for candidates hired in those locations only.</em></p> <p>&nbsp;</p> <p>The estimated pay ranges for this role are as follows:</p> <ul> <li>Based in Colorado, Hawaii, Illinois, Maryland, Massachusetts, Minnesota, Vermont or Washington D.C. : $106,320 - $132,900.</li> <li>Based in New York, New Jersey, Washington State, or California (outside of the San Francisco Bay area): $112,560 - $140,700.</li> <li>Based in the San Francisco Bay area, California: $125,040 - $156,300.</li> <li>This role may be eligible to participate in Twilio’s equity plan and corporate bonus plan. All roles are generally eligible for the following benefits: health care insurance, 401(k) retirement account, paid sick time, paid personal time off, paid parental leave.</li> </ul> <p>The successful candidate’s starting salary will be determined based on permissible, non-discriminatory factors such as skills, experience, and geographic location.</p> <p><strong>Application deadline information (required for ALL US jobs)</strong></p> <p>Applications for this role are intended to be accepted until August 31st 2026, but may change based on business needs.&nbsp;</p><div class="content-conclusion"><p><strong>Twilio thinks big. Do you?</strong></p> <p>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 <a href="https://www.twilio.com/company/values">Twilio Magic</a>. Additionally, we empower employees to build <a href="https://twilio.org/support-and-resources/impact-fund">positive change in their communities</a> by supporting their volunteering and donation efforts.</p> <p>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, <a href="https://www.twilio.com/company/jobs#open-positions">please consider other open positions.</a></p> <p><strong><span style="color: rgb(255, 255, 255);">.</span></strong></p> <p><strong>Stay alert to recruitment fraud</strong></p> <p>We care about your safety. Scammers sometimes impersonate Twilio recruiters through fake job postings, emails, websites, or messages. Please ensure you are engaging with an official @<a href="http://twilio.com">twilio.com</a> email address. We will never ask for payment, gift cards, cryptocurrency, or banking information during the recruiting process. We do not make job offers without a formal interview process or conduct interviews exclusively through text-based messaging apps.<br><br><span style="color: rgb(255, 255, 255);">.</span><strong> </strong></p> <p><strong>Twilio is proud to be an equal opportunity employer.</strong> 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. Qualified applicants with arrest or conviction records will be considered for employment in accordance with the Los Angeles County Fair Chance Ordinance for Employers and the California Fair Chance Act. Additionally, Twilio participates in the E-Verify program in certain locations, as required by law.</p></div>