Because you belong at Twilio
The Who, What, Why and Where
Reporting to our VP of GTM Operations, this is a critical position that will lead and take ownership of all aspects of GTM M&A integration, while working closely with the M&A Integration team, the executive team, and a team of functional leads across the GTM organization and Product BUs.
Twilio is looking for a GTM M&A integration leader with:
- A consistent track record of successful cross-functional leadership, partnership, and relationship building.
- Minimum of 10+ years of relevant GTM experience, preferably at a leading technology company; experience leading / participating in M&A integrations is a plus.
- Strong project management skills, the ability to supervise and run sophisticated processes, and a desire to lead teams and projects.
- Technical ability to understand software and recognize areas of product integration, discuss product roadmaps, and engage with product managers.
- Technically savvy and experience with the cloud, APIs, communications, enterprise and software is a plus.
As the GTM M&A integration leader, you will lead the development of the GTM strategy and plan as it relates to the integration of acquired companies. This includes the coordinated effort to establish commercial objectives for how we’re going to market with the newly combined business or newly owned business, as well as the integration strategy across various GTM functions to enable and deliver against those objectives.
BE AN OWNER: Assess the deal strategic rationale and partner with sponsoring BU, Corp Dev, and M&A Integration to establish GTM focused integration priorities and measures of success (commercial objectives and expected value, such as expanding into new markets, expanding customer base, cross / upsell and revenue harmony opportunities). Develop the Customer Experience strategy and/or ensure close alignment with the Customer Success / Experience team to ensure there is a strategy, holistic change management and execution oversight for all things that touch the customer - jointly develop the value proposition for customers with the Product team, ensuring alignment with the Product integration strategy and roadmap
WEAR THE CUSTOMER'S SHOES: Develop the GTM strategy, driving decisions and cross-functional alignment regarding what we’re going to market with (product / integration strategy), how and where we’re going to market, who we’re selling to, and who is going to sell it
BE INCLUSIVE: Form and lead a cross-functional GTM team based on the acquisition strategic rationale and integration size / scope and ensure alignment across GTM leadership / functions on strategy, plan, risks and decisions.
DON’T SETTLE: Lead quarterly assessment of acquisition / integration GTM priorities and measures to inform M&A Integration scorecard, as well as organization / function QBRs
WRITE IT DOWN: Provide oversight for the development of playbooks that define the baseline process and activities for GTM integration (Sales, Sales Ops, Customer Success & Service, Marketing & Branding, GTM Finance)
In addition to the above responsibilities and as a key leader for acquisition integration, you will represent and lead GTM strategy and planning through all phases of the deal and integration life cycle, including early engagement and deal assessment to inform pre-approval, participating in acquisition due diligence and preliminary integration planning to inform deal approval and announcement, followed by detailed strategy and integration planning and execution. You will interact extensively across all functional teams within Twilio and have significant exposure to executive leadership.
The GTM M&A Integration leader will be critical to driving certainty of value attainment for Twilio acquisitions where go-to-market initiatives are a key lever in the strategic rationale. This role will have the opportunity to build a GTM integration function from the ground up, and will have large exposure to senior executives at Twilio as we continue to build Twilio’s M&A integration muscle.
Millions of developers around the world have used Twilio to unlock the magic of communications to improve any human experience. Twilio has democratized communications channels like voice, text, chat, video and email by virtualizing the world’s communications infrastructure through APIs that are simple enough for any developer to use, yet robust enough to power the world’s most demanding applications. By making communications a part of every software developer’s toolkit, Twilio is enabling innovators across every industry — from emerging leaders to the world’s largest organizations — to reinvent how companies engage with their customers.