See yourself at Twilio

Join the team as our next Sales Development Manager.

Who we are & why we’re hiring

Twilio powers real-time business communications and data solutions that help companies and developers worldwide build better applications and customer experiences.

Although we're headquartered in San Francisco, we're on a journey to becoming a globally antiracist company that supports diversity, equity & inclusion wherever we do business. We employ thousands of Twilions worldwide, and we're looking for more builders, creators, and visionaries to help fuel our growth momentum.

About the job

As a Sales Development leader in Dublin, you are responsible for the build-out of a team of highly motivated, energetic sales professionals that take pride in establishing a new customer pipeline by excelling at delivering the Segment message to a broad base of accounts across various industries. This position requires an innovative mindset and a strong desire to deliver a high-quality pipeline while building and leading a high performing sales development team. The successful candidate will possess demonstrated skills in building teams from the ground up. You’ll have the opportunity to think strategically by working to achieve a deep understanding of predictable pipeline execution models, mastery of sales development, and value selling practices as well as leadership philosophy and development.  We are looking for a person that can bring vision, purpose, and drive to this new market. This position offers the unique opportunity to have a dramatic impact on the success of Segment and be a driving force of our new business growth efforts.

Responsibilities

  • Lead and motivate a team of highly competitive (and competent) individuals in a high-energy sales development group that calls and qualifies marketing MQL’s and Freemium leads and delivers a predictable stream of SDR qualified leads to  sales reps to meet and exceed monthly sales qualified opportunity and Revenue targets
    • Coach, develop and mentor SDRs 
    • Build an SDR career rubric and a matriculation path to create a bench of expertise for the Segment Go-To-Market team
  • Oversee and ensure successful cultivation of pipeline through outbound pipeline generation and inbound need qualification.
  • Own and forecast pipeline goals by understanding and analyzing top of the funnel metrics, pipeline quality, and revenue influenced across the GTM Organization 
Measure
    • Track and report on frequency of SDR call metrics
    • call volumes (inbound and outbound), talk time and abandon rates
    • # calls & email per day/week/month (22 day mo.)
    • Provide weekly reports that track all key metrics daily, weekly, monthly and quarterly with regular analysis of trends.
    • Track & Report to finance comp attainment metrics
    • Track and measure 40% + of closed ARR $$$’s contribution progress
    • Manage and track follow up and qualification performance through SDR dashboards 
Operational Cadence
    • Develop a repeatable best practice process for SDR reps to meet their objectives
    • Hold Bi-weekly 1 on 1 and team coaching and development of SDR reps
    • Review progress against goals on a monthly basis
    • Organize and execute regular joint calling sessions with SDR’s to develop qualification skills
    • Develop joint action plans with SDR’s based on skill development needs
    • Review qualification practices and qualification quality on regular basis
Process
    • Institutionalize and reinforce lead development touch cadence and manage SDR weekly time allocation to key call, touch, and qualify, objectives
    • Prioritize and track MQL resource allocation to programs by Campaign Contact to % Yield
    • Review MQL and SDR lead conversion as a measure of MQL and SQL quality
    • Define and manage reconciliation process for any SDR Rep/Field related sales qualified lead disputes
Hire
    • Interview, Hire, Develop, Retain SDR employees
    • Work with Recruiting to identify “Best Fit” candidates
 

Qualifications 

You are a great match if you:

  • Are a strategic thinker, have strong listening skills, have a passion for Segment’s business, possess strong problem solving skills, enjoy cross functional relationship building, have a metrics orientation, and bring a positive and motivational mindset to work 
  • Have 1+ years of leadership experience in high growth organizations and experience building high performing, inbound and outbound pipeline generation, teams
  • Have a proven record of consistently exceeding opportunity creation and pipeline goals
  • Are both a strategic at creating a future vision for the team and tactical enough to execute on a day-to-day basis
  • Thrive in an environment where you work with both local XFN teams to build the regional vision and culture and also collaborate with remote peers to standardize SDR function in an innovative, accountable, and reliable way
  • Are proficient in modern discovery qualification processes/practices
  • Have excellent communication, organizational and time management skills
  • Have an outstanding presence and proven ability to influence at all levels
  • Possess strong analytical skill with a deep understanding of forecasting & managing through data
  • Are passionate about delivering delightful experiences to customers 

Location 

This role will be based in our Dublin office. 

Approximately 0% travel is anticipated. 

What We Offer

There are many benefits to working at Twilio, including, in addition to competitive pay, things like 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.

The successful candidate’s starting salary will be determined based on permissible, non-discriminatory factors such as skills, experience, and geographic location within the state. This role is also eligible to participate in Twilio’s equity plan and for the following benefits: health care insurance, 401(k) retirement account, paid sick time, paid personal time off, paid parental leave.

#LI-Post

Twilio is proud to be an equal opportunity employer. Twilio is proud to be an Equal Employment Opportunity and Affirmative Action 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. Additionally, Twilio participates in the E-Verify program in certain locations, as required by law.

Twilio is committed to providing reasonable accommodations for qualified individuals with disabilities and disabled veterans in our job application procedures. If you need assistance or an accommodation due to a disability, please contact us at accommodation@twilio.com.

Apply for this Job

* Required

  
(File types: pdf, doc, docx, txt, rtf)
  
(File types: pdf, doc, docx, txt, rtf)


International - Self-Identification of Demographic Information

Twilio invites you to self-identify your personal demographic information to help continue our mission to foster inclusivity and diversity in our workplace. In keeping with the Twilio Magic, our values set the foundation for how we act, how we make decisions and how we win. These values shape our work culture and demonstrate our dedication to ensuring everyone is welcomed and supported. We invite you to self-identify your gender. Completing this survey is voluntary and you may select “Decline to Disclose”, but we hope you choose to participate.

Your responses to this survey will also help Twilio live up to our commitment to build inclusive teams that reflect the communities we serve. Responding is completely optional and voluntary and does not affect your standing as a candidate.  Whatever your decision, it will not be used for the purposes of any employment decision. However, we do hope that you will participate because your responses help us measure the effectiveness of our outreach and recruitment. Any information you do provide is anonymized and stored separately from your application in a confidential file, and the information cannot be viewed by your interview team or hiring manager at any time.

We hope you will join us in our commitment and enthusiasm for making Twilio a place where everyone belongs!

Voluntary Self-Identification of Gender *