Senior GTM Business Architecture Manager

About the job

As the Senior Manager of GTM Business Architecture, you will serve as the engine room for how Twilio’s revenue processes scale. You sit at the high‑stakes intersection of Sales Strategy, Operations, and Enterprise Technology (ET). Your mission is to translate macro commercial strategies into high‑fidelity, actionable business blueprints. The role is not order‑taking; it is a systems architecture role that requires a first‑principles mindset, the ability to roll up sleeves to deconstruct a broken process, write bullet‑proof User Stories, and enforce strict governance.

It acts as the upstream gatekeeper, ensuring business requirements are fully vetted, data‑compliant, and prioritized before they reach the ET engineering roadmap.

• Domain Ownership & Process Design: Act as the strategic owner for specific segments of the GTM lifecycle (e.g., Prospecting, Deal Execution, Specialist Alignment). Conduct systemic audits of existing sales motions to identify bottlenecks, then design the future workflows to eliminate non‑selling friction.
• Requirements Governance (The "What" & "Why"): Author high‑fidelity Business Requirement Documents (BRDs), process flowcharts, and User Stories. Define upstream "Data Contracts," partnering closely with ET leads who own technical configuration. Ensure ET builds exactly what the business needs with zero ambiguity.
• Strategic Intake Triage: Use the GTM Priority Matrix to evaluate and rank inbound field requests. Filter out tactical noise and trade field requests against technical debt to focus engineering resources on the highest ROI drivers.
• UAT & Defect Governance: Lead the User Acceptance Testing framework for your domain. Execute test scripts, run defect triage, and manage the Business "Go/No‑Go" sign‑off. Ensure no feature launches unless it meets the field‑ready standard.
• The Closed‑Loop Feedback Engine: Partner with Enablement and Data Analytics to track downstream adoption. Monitor system telemetry (e.g., Gong AI trackers, Outreach metrics) to measure behavioral adoption and tie the technical build to quantifiable revenue ROI.
• GTM AI Execution: Support the deployment of the GTM AI roadmap. Operationalize Generative AI POCs into daily rep workflows, capturing frontline feedback to iterate and scale.
• Cross‑Functional Alignment: Maintain strict operational boundaries (RACI) across GTM, ET, and Enablement. Provide functional blueprints to Enablement so training aligns with the technical architecture.

Twilio values diverse experience and encourages a broad range of applicants. Key requirements include:

• Strategic Mindset with Consulting & Technical Depth: 7+ years in a management consulting firm, enterprise revenue architecture function, or GTM transformation group. A combination of strategic thinking and technical background is required.
• The “Technical Translator”: Ability to simplify complex technical concepts for GTM stakeholders while translating vague business wants into precise technical needs for ET engineers.
• Systems Fluency: Deep expertise in the Salesforce ecosystem and integrated GTM tools (e.g., Gong, Outreach). No coding required, but thorough understanding of object relationships, data schemas, and API limitations to design feasible business logic.
• Think Like a Seller: Proven ability to empathize with the field, design systems that maximize rep productivity, and minimize administrative tax.
• Process Rigor: Experience building structured artifacts such as BRDs, process maps, and executive‑level decks.
• The “Driver” Persona: Proactive, identifies friction, aligns stakeholders, builds business cases, and drives execution without relying on standard processes.
• Scale Mindset: Designs for where Twilio’s revenue engine will be in two years, not just addressing immediate problems.

This role will be remote, but is not eligible to be hired in CA, CT, NJ, NY, PA, WA.

Occasional travel may be required for project or team meetings.

Competitive pay, generous time off, parental and wellness leave, healthcare, a retirement savings program, and more. Offerings vary by location.

Estimated pay ranges (per…