About this role.
Twilio is hiring a remote Australia-based New Business Account Executive to protect and expand strategic communications-platform accounts. The role owns consultative, data-driven sales cycles for large technology, logistics, and fintech customers, with responsibility for account strategy, forecasting, cross-sell, and upsell growth. Success requires close collaboration with product, finance, support, services, and operations teams while presenting guidance to executive management. Candidates need more than four years of strategic or new-business sales experience, strong financial and analytical capability, and confidence working with both business and technical leaders. Approximately 30% travel is expected for customer and team relationship-building.
Role DNA
A quick view of the complexity, pace, ownership and collaboration implied by the job description.
Job Complexity
4/5Pace & Pressure
4/5Autonomy Level
4/5Communication Load
5/5Salary analysis
Estimated compensation compared with the broader US market for similar roles.
Core skills
Skills and capabilities most closely associated with this opportunity.
Sample interview questions
I would map the economic buyers, technical sponsors, users, and potential blockers; assess current product usage, commercial performance, and business priorities; then develop a mutual account plan with quantified expansion hypotheses. I would establish executive alignment, define milestones and owners, and review progress through a regular cross-functional cadence.
I combine usage and adoption data with customer business signals, support trends, contract timing, and stakeholder feedback to identify a specific gap or growth opportunity. I validate the opportunity with discovery, build a value case tied to measurable outcomes, and use that evidence to recommend the most relevant solution.
I use clearly defined opportunity stages with objective exit criteria, validate customer commitments with multiple stakeholders, and document risks, next steps, and close plans. I review pipeline frequently, distinguish upside from commit opportunities, and update leadership early when assumptions or timelines change.
I first clarify the customer’s underlying business requirement and the internal constraints driving the issue. I then bring together the appropriate finance, product, support, and operations partners to develop options that preserve customer value while meeting commercial guardrails, communicating trade-offs transparently throughout.
I tailor the conversation to each audience while keeping the business case consistent. With technical leaders, I focus on architecture, implementation realities, security, and operational outcomes; with executives, I connect those capabilities to revenue, risk, efficiency, and strategic goals.
Who we are
At Twilio, we’re shaping the future of communications, all from the comfort of our homes. We deliver innovative solutions to hundreds of thousands of businesses and empower millions of developers worldwide to craft personalized customer experiences.
Our dedication to remote-first work, 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.
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Hiring and how we work
We use Artificial Intelligence (AI) to help make our hiring process efficient. That said, every hiring decision is made by real Twilions!
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.
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See yourself at Twilio
Join the team as our next New Business Account Executive.
About the job
This position is needed to lead relationships with our largest current Communications platform customers who consume our messaging, voice and email services. You will be directly responsible for protecting and growing.
Twilio’s communications business across your assigned customers. As a New Business Account Executive, you will drive highly analytical and consultative sales cycles with customers that are running large scale, global, competitively sourced, compliance-heavy, use case-specific businesses. This role is highly cross functional, and your success will depend on building deep partnerships across product management, finance, support, and operations.
Responsibilities
In this role, you’ll:
- Manage and expand some of our most important customer accounts, including high growth technology, logistics, and fintech companies.
- Develop, drive, and execute account strategy to consistently deliver strong revenue, gross margin, and gross profit results.
- Partner closely with other Twilio teams to identify new revenue opportunities within your account portfolio.
- Serve on a cross-functional account team with representatives from product, finance, support, and services teams.
- Run a disciplined forecast, consistently achieve goals, and present guidance to executive management.
- Run highly consultative sales cycles with our largest customers with a focus on deep discovery, listening to customer needs and being an effective champion for their point of view in the organization
Qualifications
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!
*Required:
- More than 4+ years of combined experience in new business account acquisition orstrategic sales, managing or leading quantitative, highly analytical products and solutions for customers.
- Accountable for relationship management, cross sells, upsells and solutions consulting.
- Comfortable working with business and highly technical leaders, while influencing their understanding and building supportive partnerships.
- Analytical account development strategy based on using data to find opportunities and prove value.
- Demonstrated track record of managing business forecasts and financial models.
- Entrepreneurial mindset with appetite to define processes and build programs.
- Excellent verbal and written communication skills.
- Bachelor’s Degree or equivalent years of experience.
Desired:
- Cross selling experience to Marketing, Engineering and Product.
- Telco, CPaas or PaaS selling experience.
Location
This role will be remote, based in Australia (Melbourne, Brisbane or Sydney)
Travel
We prioritize connection and opportunities to build relationships with our customers and each other. For this role, approximately 30% travel is anticipated to help you connect in-person in a meaningful way.
What We Offer
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.
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.
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Stay alert to recruitment fraud
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 @twilio.com 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.
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Twilio is proud to be an equal opportunity 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. 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.
Annual salary information is not provided for this position. Explore salary ranges for similar roles in our Salary Directory ›
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