Director, New Technologies Business Development

📋 Description

• • Lead the New Technologies Business Development team within Twilio's GTM Innovation organization, shaping the Go-To-Market (GTM) strategy and driving early traction for all new technologies and incubated solutions, including those acquired through M&A.
• • Own the complete commercial and customer journey for new technologies, from the initial design partnership phase through private beta and ultimately to General Availability (GA).
• • Collaborate closely with cross-functional teams, including Global Sales, Specialist Sales, Product, and Engineering, to ensure successful product launches and market adoption.
• • Develop and refine repeatable GTM blueprints for new technologies that will be adopted and executed by the broader Global Sales organization.
• • Operate effectively in the "gray space" between Product and GTM, acting as a hands-on strategist who excels at building GTM playbooks and closing deals.
• • Leverage an AI-first, technical selling approach to navigate complex ecosystems and influence key stakeholders and leaders.
• • Serve as a natural "dot-connector," synthesizing critical market insights and identifying patterns to inform the broader team's strategy and decision-making.
• • Influence key customer champions and buyers early in their decision-making process by partnering with Global Sales account teams and GTM Innovation Enterprise Architects.
• • Drive market and ecosystem development for new solution areas and target markets by cultivating relationships with critical ecosystem players, including VCs, market leaders, and other partners, to validate solution market fit and generate initial traction.
• • Strategically communicate the GTM perspective on evolving macro market and customer trends, both internally and externally, to inform new solutions development and product design.
• • Educate customers on how to address their most critical business problems and optimize business model monetization in the era of agentic transformation, utilizing Twilio's multi-product solutions.
• • Ensure end-to-end commercial success for new technologies and solutions from design through GA by incubating, iterating, and proving the GTM motion with initial deals that will inform scaled market entry.
• • Incorporate regional nuances and develop specific playbooks, working closely with Pricing, Finance, and Product teams to gather early feedback on market willingness-to-pay.
• • Prioritize the execution of company "big bets" focused on accelerating gross profit growth through multi-product adoption and product mix diversification, driven by the adoption of new technologies that deliver customer ROI across the platform.
• • **Phase-Specific Responsibilities:**
• • **Design Phase:** Drive discovery and co-design partnerships by recruiting target customers, uncovering business problems, leading initial discovery for new use cases, and collaborating with GTM Enterprise Architects on global design incubation workshops.
• • **Private Beta Phase:** Drive private beta commitments by identifying, hunting, and pitching new technologies, securing customer commits and initial engagement for enrollment, and beginning the authoring of the sales playbook.
• • **GA Phase:** Secure the first global deals on new technologies as an overlay, model the pitch, and "perfect the recipe" for the sales playbook before broader Global Sales enablement.
• • Foster a culture of innovation and continuous improvement within the New Technologies Business Development team.
• • Stay abreast of emerging technologies and market trends, particularly in AI, cloud computing, and communications platforms, to identify new opportunities for Twilio.
• • Contribute to the overall strategic direction of the GTM Innovation organization.
• • Build and maintain strong relationships with internal stakeholders across Product, Engineering, Sales, Marketing, and Finance.
• • Represent Twilio at industry events and conferences, showcasing new technologies and business development strategies.
• • Analyze and report on the performance of new technology launches, identifying key metrics and areas for optimization.
• • Develop and mentor team members, fostering a high-performance and collaborative work environment.
• • Ensure alignment between new technology GTM strategies and Twilio's overall business objectives and values.
• • Drive a customer-centric approach, ensuring that new technologies are developed and brought to market with a deep understanding of customer needs and pain points.
• • Act as a thought leader in the business development space for emerging technologies.