Because you belong at Twilio
The Who, What, Why & Where
Reporting to our VP of GTM Operations, this is a critical position that will lead & take ownership of all aspects of GTM M&A integration, while working closely with the M&A Integration team, the executive team, & a team of functional leads across the GTM organization & Product BUs.
Twilio is looking for a GTM M&A integration leader with:
- A demonstrated track record of successful cross-functional leadership, collaboration, & relationship building.
- Minimum of 10+ years of relevant GTM experience, preferably at a leading technology company; experience leading / participating in M&A integrations is a plus.
- Strong project management skills, the ability to track & manage complex processes, & a desire to lead teams & projects.
- Technical ability to understand software & recognize areas of product integration, discuss product roadmaps, & engage with product managers.
- Technically savvy & experience with the cloud, APIs, communications, enterprise & software is a plus.
As the GTM M&A integration leader, you will lead the development of the GTM strategy & plan as it relates to the integration of acquired companies. This includes the coordinated effort to establish commercial objectives for how were going to market with the newly combined business or newly owned business, as well as the integration strategy across various GTM functions to enable & deliver against those objectives.
BE AN OWNER: Assess the deal strategic rationale & partner with sponsoring BU, Corp Dev, & M&A Integration to establish GTM focused integration priorities & measures of success (commercial objectives & expected value, such as expanding into new markets, expanding customer base, cross / upsell & revenue synergy opportunities). Develop the Customer Experience strategy and/or ensure close alignment with the Customer Success / Experience team to ensure there is a strategy, holistic change management & execution oversight for all things that touch the customer - jointly develop the value proposition for customers with the Product team, ensuring alignment with the Product integration strategy & roadmap
WEAR THE CUSTOMER'S SHOES: Develop the GTM strategy, driving decisions & cross-functional alignment regarding what were going to market with (product / integration strategy), how & where were going to market, who were selling to, & who is going to sell it
BE INCLUSIVE: Form & lead a cross-functional GTM team based on the acquisition strategic rationale & integration size / scope & ensure alignment across GTM leadership / functions on strategy, plan, risks & decisions.
DONT SETTLE: Lead quarterly assessment of acquisition / integration GTM priorities & measures to inform M&A Integration scorecard, as well as organization / function QBRs
WRITE IT DOWN: Provide oversight for the development of playbooks that define the baseline process & activities for GTM integration (Sales, Sales Ops, Customer Success & Service, Marketing & Branding, GTM Finance)
In addition to the above responsibilities & as a key leader for acquisition integration, you will represent & lead GTM strategy & planning through all phases of the deal & integration life cycle, including early engagement & deal assessment to inform pre-approval, participating in acquisition due diligence & preliminary integration planning to inform deal approval & announcement, followed by detailed strategy & integration planning & execution. You will interact extensively across all functional teams within Twilio & have significant exposure to executive leadership.
The GTM M&A Integration leader will be critical to driving certainty of value attainment for Twilio acquisitions where go-to-market initiatives are a key lever in the strategic rationale. This role will have the opportunity to build a GTM integration function from the ground up, & will have large exposure to senior executives at Twilio as we continue to build Twilios M&A integration muscle.