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Role Description

Twilio is seeking a Planning Manager to join the Strategic Operations pillar within Sales, Operations and Enablement. We are seeking a data-driven and strategically minded individual to lead our target-setting process and align customer segmentation to organizational objectives. This role is less about managing schedules and more about defining our "North Star"— ensuring our goals are ambitious, data-driven, and achievable.

This individual will help us establish ‘best in class’ practices for target setting and customer cohorting, drive recommendations for change, and execute those changes flawlessly through cross-functional collaboration. They will partner with cross-functional leaders in sales, systems, and HR to align on and drive operational improvements. The right candidate will have a proven track record of completing multiple cycles of target setting that have led to better outcomes for the GTM function.

Responsibilities

• Strategic Target Setting: Lead the annual and semi-annual target-setting cycles. Define top-down targets while collaborating with department heads to ensure bottom-up feasibility. Develop unique target setting methodologies across segments of our business and drive development of targets for each.
• Customer Segmentation Strategy: Lead the development and maintenance of customer segmentation to identify growth opportunities by leveraging various segmentation models (e.g. firmographic, propensity to buy, etc).
• Lifecycle Management: Identify the "tipping points" in the customer journey to help set targets that encourage customer movement from lower-value to higher-value segments.
• Cross-Functional Alignment: Work with Sales and Finance to ensure that targets and their underlying methodology will enable Twilio to achieve their broader strategic goals.
• Stakeholder Management: Present target proposals to senior leadership, providing data-backed narratives to gain buy-in.
• Continuous Optimization: Refine the planning process to reduce "planning lag" and improve the accuracy of our projections.

Qualifications

• 6+ years of experience in sales operations or revenue operations for a CPaaS organization.
• Deep understanding of the key metrics/levers for a GTM organization (productivity, capacity, top of funnel, pipeline, etc.).
• Completed 2 rounds of annual planning within a GTM organization.
• Strong analytical skills with proficiency in data manipulation and reporting tools.
• Highly collaborative, with the ability to build strong partnerships with and influence GTM, Finance, and Product teams.
• Strong project management and process mapping skills, with the ability to distill complex problems into actionable steps.
• Excellent verbal and written communication skills.
• Strong interpersonal skills, including active listening; written/verbal communication; and ability to influence/align on priorities.

Location

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

Travel

Approximately 10% travel is anticipated to help you connect in-person in a meaningful way.

Benefits

• Competitive pay.
• Generous time off.
• Ample parental and wellness leave.
• Healthcare.
• Retirement savings program.
• And much more (offerings vary by location).

Compensation

The estimated pay ranges for this role are as follows:

• Based in Colorado, Hawaii, Illinois, Maryland, Massachusetts, Minnesota, Vermont or Washington D.C.: $155,520 - $194,400.
• Based in New York, New Jersey, Washington State, or California (outside of the San Francisco Bay area): $164,640 - $205,800.
• Based in the San Francisco Bay area, California: $182,960 - $228,700.

This role may be eligible to participate in Twilio’s equity plan and corporate bonus plan. All roles are generally eligible for benefits such as health care insurance, 401(k) retirement account, paid sick time, paid personal time off, and paid parental leave.

Application Deadline Information

Applications for this role are intended to be accepted until April 30, 2026, but may change based on business needs.

Company Description

Twilio thinks big. We like to solve problems, take initiative, pitch in when needed, and are always up for trying new things. 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.