• Own the full sales cycle: Engage C-level executives, influence stakeholders across procurement, finance, IT, legal, and operations, and navigate long, complex deal cycles. • Drive new business: While supported by BDRs and marketing, you’ll proactively prospect and leverage your network to develop a strong pipeline. • Act as a strategic advisor: Understand enterprise procurement challenges and position Zip as a transformational solution for efficiency and cost control. • Solution-sell with vision: Demonstrate Zip’s immediate impact while aligning with customers’ long-term digital transformation goals. • Shape the future: As an early sales leader in a hyper-growth startup, help refine Zip’s sales strategy, process, and team culture. • Leverage best-in-class sales tools: Utilize Salesforce, Clari, ZoomInfo, LinkedIn Sales Navigator, and Outreach to optimize outreach and pipeline management.

• Own the full sales cycle: Engage C-level executives, influence stakeholders across procurement, finance, IT, legal, and operations, and navigate long, complex deal cycles. • Drive new business: While supported by BDRs and marketing, you’ll proactively prospect and leverage your network to develop a strong pipeline. • Act as a strategic advisor: Understand enterprise procurement challenges and position Zip as a transformational solution for efficiency and cost control. • Solution-sell with vision: Demonstrate Zip’s immediate impact while aligning with customers’ long-term digital transformation goals. • Shape the future: As an early sales leader in a hyper-growth startup, help refine Zip’s sales strategy, process, and team culture. • Leverage best-in-class sales tools: Utilize Salesforce, Clari, ZoomInfo, LinkedIn Sales Navigator, and Outreach to optimize outreach and pipeline management.

• Manage and grow key accounts, ensuring customer satisfaction and long-term partnerships. • Identify and progress new business with top prospects. • Develop and execute strategic account plans to achieve Sales targets. • Own your pipeline to ensure long term, consistent performance in quarterly/annual quota achievement. • Maintain and grow revenue from existing customers by selling and cross-selling our solutions into new departments. • Identify and build relationships with key decision makers in existing and prospect organizations. • Develop an understanding of business issues and opportunities in order to create a high value proposal focused on delivering their desired outcomes. • Build a comprehensive territory plan that outlines strategy to secure new prospects. • Work with a team of Account Executives (AEs), providing leadership, guidance and support. • Collaborate with cross-functional teams to deliver exceptional customer and prospect experiences. • Analyze market trends and customer and new business needs to identify opportunities. • Maintain accurate and up-to-date forecast opportunities and records in the CRM system. • Lead and contribute to RFP responses. • Meet annual sales targets.

• Drive new customer acquisition, while being assigned a quota for iACV (incremental Account Contract Value) • Own highly analytical and consultative sales cycles to win business in competitive vendor sourcing cycles with Twilio’s messaging (e.g. SMS, MMS, WhatsApp, Facebook Messenger, Google Business Messages, Account Security, etc.), voice and email solutions. • Work with customers across assigned verticals to understand their business and technical requirements, and match them to the capabilities of Twilio’s communications API platform, designing a solution for their specific use cases. • Work with teams in Finance, Legal, Pricing, and Operations to design mutually beneficial contracts to address customer requirements, while balancing the needs of our business. • Be passionate about what you do, think outside the box, and use world-class interpersonal and communication skills to present complex contractual, technical, and financial details to prospects in a way that builds confidence and comfort in the proposed solution. • Balance competing priorities and manage multiple projects and deals at the same time. • Partner cross functionally with sales, services, product, and finance to develop long range territory strategies and sales plans. • Act as the voice of the customer to Twilio’s product and carrier relations teams. • Demonstrate a strong understanding of the CPaaS industry - staying up to date on key industry initiatives and new capabilities - on behalf of your customers and the wider Twilio go-to-market organization. • Generate and maintain an accurate pipeline and forecast utilizing our CRM, Salesforce. • Stay current with industry changes and collaborate with your team and peers to learn and share best practices.