Director, GTM Business Architecture

About This RoleAI processing…

Key Responsibilities

• 1
  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.
• 2
  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).
• 3
  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.
• 4
  Data Integrity : Collaborate with Data Engineering to ensure process design supports clean, automated reporting and data integrity
• 5
  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.
• 6
  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
• 7
  UAT & Quality: Own the User Acceptance Testing (UAT) framework. Ensure no tool or feature launches unless it meets the "Field-Ready" standard.
• 8
  Tooling Roadmap: Manage the prioritization of the GTM tech stack, balancing "keep the lights on" fixes with "game-changing" innovations.
• 9
  VOTF Leadership: Design and lead "Voice of the Field" programs to gather grassroots feedback from sales, specialists and partner GTM orgs. Synthesize this feedback into actionable roadmap items.
• 10
  Change Management: Lead the launch strategy for new capabilities, partnering with Enablement to ensure high adoption and measurable ROI.
• 11
  People Management: Attract, develop, and lead a small, elite team of Business Architects/Analysts.
• 12
  Executive Influence: Act as a trusted advisor to VP/SVP leaders in GTM and Enterprise Technology, navigating conflicting priorities to drive a unified GTM vision.
• 13
  Experience: 10+ years in GTM Operations, Business Systems, or Management Consulting, with at least 2+ years of people management.
• 14
  Think like a Sales Person: proven ability to understand sales and how to design for productivity
• 15
  Systems Fluency: Deep expertise in the Salesforce ecosystem and integrated GTM tools (Clari, Gong, Outreach, etc. or similar). Capable of translating business needs into business logic and technical concepts while relying on ET for system architecture, configuration and implementation.
• 16
  Shaping AI strategy for revenue organizations: Proven experience identifying and defining high-impact AI use cases for both customer-facing growth and internal GTM efficiency; expert at building business cases, quantifying success metrics, and driving adoption.
• 17
  The "Driver" Persona: You don't wait for permission. You identify friction, get people aligned, build a business case for a solution, and see it through to implementation with cross-functional teams..
• 18
  Communication & Influence: Exceptional ability to simplify complex technical concepts for executive audiences and translate vague business "wants" into precise technical "needs.". Ability to lead through influence, drive change and build cross-functional alignment at all levels of the organization.
• 19
  Scale Mindset: You build for where the company will be in 2 years, not just where it is today.

Requirements

• Systems Fluency: Deep expertise in the Salesforce ecosystem and integrated GTM tools (Clari, Gong, Outreach, etc. or similar). Capable of translating business needs into business logic and technical concepts while relying on ET for system architecture, configuration and implementation.
• 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.
• Qualifications Twilio values diverse experiences from all kinds of industries, and we encourage everyone who meets the required qualifications to apply.
• We are always looking for people who will bring something new to the table! *Required: Experience: 10+ years in GTM Operations, Business Systems, or Management Consulting, with at least 2+ years of people management.
• Think like a Sales Person: proven ability to understand sales and how to design for productivity Systems Fluency: Deep expertise in the Salesforce ecosystem and integrated GTM tools (Clari, Gong, Outreach, etc. or similar).
• For this role, you may be required to travel occasionally to participate in project or team in-person meetings.
• Additionally, Twilio participates in the E-Verify program in certain locations, as required by law.

Perks & Benefits