Who we are At Twilio, we’re shaping the future of communications, all from the comfort of our homes. We deliver innovative solutions to hundreds of thousands of businesses and empower millions of developers worldwide to craft personalized customer experiences. Our dedication to remote-first work, and strong culture of connection and global inclusion means that no matter your location, you’re part of a vibrant team with diverse experiences making a global impact each day. As we continue to revolutionize how the world interacts, we’re acquiring new skills and experiences that make work feel truly rewarding. Your career at Twilio is in your hands. We use Artificial Intelligence (AI) to help make our hiring process efficient. That said, every hiring decision is made by real Twilions! . See yourself at Twilio Join the team as our next Strategic Account Executive for High Tech Accounts! About the job We are expanding our team and growth within the High Tech Vertical by adding an experienced Strategic Account Executive. Our team is committed to helping our High Tech clients create frictionless engagement experiences for the customers they serve. Responsibilities In this role, you’ll: - Manage and strategically expand relationships with our High Tech customer accounts. - Develop, drive, and execute account strategy to consistently deliver strong revenue, gross margin, and gross profit results across your High Tech account portfolio. - Drive the entire sales process from prospecting to deal closure, including launch. - Run highly consultative sales cycles with a focus on deep discovery, understanding their business, listening to customer needs and being an effective champion for their point of view in the organization. - Understand the customer’s technical requirements and map them to the capabilities of Twilio’s communications API platform so that together you can design a solution for their specific use case needs. - Effectively communicate with all levels of the customer organization such as developers, managers, and executives. Our customers are often software engineers, application owners, product managers, line of business executives, VP’s of innovation, omni-channel and digital strategy stakeholders. - Serve on a cross-functional account team with representatives from product, finance, partners, support, and services teams. - Run a disciplined forecast, consistently achieve goals, and present guidance to executive management. Qualifications Twilio values diverse experiences from all kinds of industries, and we encourage everyone who meets the required qualifications to apply. If your career is just starting or hasn't followed a traditional path, don't let that stop you from considering Twilio. We are always looking for people who will bring something new to the table! *Required: - Possess a total of 5 years of sales experience, with a minimum of 1 year dedicated to major account or strategic sales and a track record of selling complex technical solutions. - Accountable for net revenue retention and growth, relationship management, cross sells, upsells, and solutions consulting. - Comfortable working with business and highly technical leaders, while influencing their understanding and building supportive partnerships. - Analytical account development strategy based on using data to find opportunities and prove value. - Demonstrated success by exceeding quota on a consistent basis. - Demonstrated track record of managing business forecasts and financial models. - Entrepreneurial mindset with appetite to define processes and build programs. - Ethical. Hands on. Passionate. Creative. Team-player. Eager to deliver excellence. - Familiarity with Twilio ecosystem of Tools: Salesforce, Gong, Outreach, LinkedIn SalesNav, Looker, Tableau, G-Suite (proficiency in Google Sheets) - Excellent verbal and written communication & presentation skills. - Bachelor’s Degree or equivalent years of experience. Desired: - Experience selling API based solutions - Deep experience working with telecom companies, including SMS aggregators, carriers, or global communications platforms (CPaaS or PaaS) - Domain expertise from a highly quantitative industry such as DevOps, Fintech, advertising optimization, investment banking, security or commodity trading especially in non-standard segments. - Software, SaaS, CPaas or PaaS selling experience. Location This role will be remote and based in the USA. Travel We prioritize connection and opportunities to build relationships with our customers and each other. For this role, approximately 15% travel is anticipated to help you connect in-person in a meaningful way. What We Offer Working at Twilio offers many benefits, including competitive pay, generous time off, ample parental and wellness leave, healthcare, a retirement savings program, and much more. Offerings vary by location. Compensation *Please note this role is open to candidates outside of California, Colorado, Hawaii, Illinois, Maryland, Massachusetts, Minnesota, New Jersey, New York, Vermont, Washington D.C., and Washington State. The information below is provided for candidates hired in those locations only. The estimated pay ranges for this role are as follows: - Based in Colorado, Hawaii, Minnesota or Vermont : 103,376.00 - 129,220.00 - Based in Washington D.C., Illinois, Maryland, Massachusetts or California (outside of the San Francisco Bay Area):109,120.00 - 136,400.00 - Based in New York, New Jersey, Washington State, or the San Francisco Bay area, California: 114,864.00 - 143,580.00 - This role may be eligible to participate in Twilio’s equity plan. All roles are generally eligible for the following benefits: health care insurance, 401(k) retirement account, paid sick time, paid personal time off, paid parental leave. - This role is eligible to earn commissions. The successful candidate’s starting salary will be determined based on permissible, non-discriminatory factors such as skills, experience, and geographic location. Applications for this role are intended to be accepted until April 6th, but may change based on business needs. Twilio thinks big. Do you? We like to solve problems, take initiative, pitch in when needed, and are always up for trying new things. That's why 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. So, if you're ready to unleash your full potential, do your best work, and be the best version of yourself, apply now! If this role isn't what you're looking for, please consider other open positions. Twilio is proud to be an equal opportunity employer. We do not discriminate based upon race, religion, color, national origin, sex (including pregnancy, childbirth, reproductive health decisions, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, genetic information, political views or activity, or other applicable legally protected characteristics. We also consider qualified applicants with criminal histories, consistent with applicable federal, state and local law. Qualified applicants with arrest or conviction records will be considered for employment in accordance with the Los Angeles County Fair Chance Ordinance for Employers and the California Fair Chance Act. Additionally, Twilio participates in the E-Verify program in certain locations, as required by law.

• We are looking for a motivated and results-oriented Account Executive to join our FraudAction Services team at Outseer. • Your mission is to empower businesses to combat online fraud effectively, safeguarding them from financial and reputational risks. • You will develop a robust pipeline and achieve conversion rates in line with industry standards. • Consistently meet or exceed sales quotas and targets. • Maintain current and accurate records of sales activity, pipeline development, and forecasts in the CRM system. • Generate and maintain sufficient pipeline through prospecting and outreach. • Identify potential clients through research, inbound inquiries, and strategic outbound efforts. • Partner with marketing from time to time on digital marketing support. • Engage decision-makers in industries impacted by fraud, presenting FraudAction Services as the ideal solution. • Establish a trusted advisor relationship to achieve customer goals to purchase FraudAction Services. • Develop and deliver compelling sales presentations and product demonstrations tailored to client needs. • Gather feedback from clients and share insights to influence product development and strategy.

• Move into full-cycle sales • Own deals from sourcing through close, with coaching and support • Run discovery calls to understand customer challenges and goals • Build clear, simple business cases that show value and ROI • Present solutions to managers and executives in a confident, easy-to-understand way • Support pricing discussions and multi-year SaaS agreements • Identify and develop new opportunities within assigned accounts and territories in a series of highly targeted sprints • Progress deals through a structured sales process • Maintain accurate pipeline, forecasts, and notes in CRM • Engage leaders in professional services, PMOs, IT, finance, and operations

Job Description Amazing Career Moments Happen Here Transforming the insurance industry is ambitious, we know. That's why at Applied, we're building a team that shows up every day ready to learn, willing to try new things, and driven to deliver innovative software and services that make us indispensable to our customers - all within a culture built on values that make us indispensable to each other, too. With 40+ years of experience in the Insurtech game, we're not just redefining what's achievable, we're creating a place where amazing career moments are made possible. Position Overview Applied Systems, Inc., a worldwide leader in insurance technology, is currently searching for an Enterprise Account Executive who will be responsible for selling products and services to existing strategic clients that will have a major impact on the long-term success of the business, via telephone, virtual, and onsite engagements. Responsible for closing new logos and expanding existing accounts within an established geographic territory and/or product line. This is primarily an outside sales role. The senior Enterprise Account Executive will be working under minimal supervision, this position is responsible for prospecting, proposing, and selling Applied Systems products and services to large agency prospects, insurance companies and specified named clients. What You'll Do - Create strategic account plans for key/targeted accounts identifying key individuals, initiatives, and actions to deliver solution and anticipate/manage problems delaying customer purchase decisions; compress sales cycle by working with those charged with developing product value analyses and purchase justifications. - Disseminate customer needs and the penetration strategy and tactics to bring alignment to company product road maps and sales and marketing activities. - Gather market feedback on product performance, industry trends, competitive products, and strategies. - Utilize a consultative approach to manage existing business relationships, build sound retention strategies, increase business, ensure customer satisfaction, utilize strong negotiation efforts to preserve business, and handle escalated customer issues. - Develop/maintain in-depth knowledge of our client's products and services and their practical application to operating challenges faced by organization and customers on a day-to-day basis. - Develop and manage strong relationships within each customer's functional department management and C-level executives. - Establish an excellent working relationship with new and existing clients, continuously striving to improve the business relationship and level of overall service being provided. - Directs prospecting and sales activities for large prospects, insurance companies and specified named clients. - Pursues a program of self-development using selected reading, seminars, and participation in continuing education. - Identifies and communicates possible improvements in the work process for customers and peers. - Provides monthly, accurate forecasts to the Senior Vice President, Enterprise Sales. - Meets or exceeds assigned monthly, quarterly, and annual sales goals. - R epresents Applied Systems by learning all Applied products and services, including their application to the insurance industry. We're Excited to Learn More About You - Must have 5+ years of insurance industry experience or equivalent. - Must have 5+ years experience providing software solutions to large corporations. - 10+ years successful sales experience, with a consultative/solution methodology - A proven track record of quota over-achievement - Excellent demonstration, presentation, negotiation, and conflict resolution skills - Excellent knowledge of all products and services; market and competition - Proficiency in using Salesforce or other CRM systems. - Knowledge of Insurance Industry and its distribution system - Solid time management skills - Ability to prioritize and multi-task multiple projects. - Manages competing demands. - Functional proficiency with Microsoft Word, Excel, Outlook, and PowerPoint - Bachelor's degree or equivalent work experience We know that talent comes from all backgrounds and experience levels. We encourage military members and their spouses, as well as candidates without a degree or a background in tech to apply! When You Join Team Applied, You Can Expect: A culture that values who you are and recognizes that you aren't just an employee; you are a teammate, and you matter. We thrive on the benefits of our different experiences and celebrate the uniqueness our teammates bring to work with them every day. We flex our time together, collaborating remotely and in-person to empower our teams to work in the ways that work best for them. A comprehensive benefits and compensation package that centers our teammates and helps them to bring their best to work every day: - Medical, Dental, and Vision Coverage - Holiday and Vacation Time - Health & Wellness Days - A Bonus Day for Your Birthday Our targeted starting base salary in the United States for this position ranges from $150,000 - $175,000. To determine a new team member's starting pay, we consider a variety of factors, including someone's depth, breadth, and variety of experience, skills, and responsibilities. Depending on the role, team members may also be eligible to participate in additional compensation plans such as bonus and commission. Learn more about the people behind our products at https://www1.appliedsystems.com/en-us/about-us/jobs/ Your Security Matters: Our candidates' personal information and online safety are top of mind for us. At Applied, we proactively protect your personal information and only communicate with candidates via a secure @appliedsystems.com email or through our official career's portal. Recruiters will never request payments, ask for financial account information or sensitive information like social security numbers. EEO Statement Applied Systems is proud to be an Equal Employment Opportunity Employer. Diversity and Inclusion is a business imperative and is a part of building our brand and reputation. At Applied, we don't discriminate, and we are committed to recruit, develop, retain, and promote regardless of race, religion, color, national origin, sexual orientation, gender identity, disability, age, veteran status, and other protected status as required by applicable law. #LI-Remote