• Strong sales execution and continued sharpening of these skills • Prepare, update, own and execute the Go -To- Market Strategy for nominated industries • Prepare, own, and maintain Territory Plan for agreed vertical • Prepare Account Plan including deal action cards, mutual evaluation plans, and power maps for named accounts • Own the end-to-end sales process including demand generation, understating customer needs, agreeing a mutual evaluation process, owning the RFI/RFP process, building a business case for change and winning business, and utilising resources within a matrix organization to get the job done. • Work with partners to better penetrate into your accounts, creating joint sales plays that accelerate deal cycles and maximize value while providing strong delivery plans that lead to happy referenceable customers • 100% responsibility for owning the annual sales targets and delivering as per the quarterly budget • Continued pipeline building and demand generation activities to achieve 4x pipeline coverage • Liaison with Sales leadership and Global teams to build a strong internal network and collaboration • Manage and maintain complete CRM and Account hygiene, at all times, along with sales cadence, administration and reporting to ensure accurate forecasting

• New Logo Acquisition: Own the full sales cycle for net-new customers, from prospecting and qualification through close. • Pipeline Generation: Partner with Business Development Reps to prioritize prospective accounts, develop prospecting strategies, and convert qualified buying groups into active opportunities. • Discovery & Use Case Qualification: Lead discovery to identify business problems and map them to DataRobot’s GenAI solutions, with a hyper-focus on foundational platform and applications, as well as SAP business applications. • Deal Execution & Forecasting: Manage opportunity progression, pricing, and negotiation; maintain accurate forecasting and CRM hygiene to support predictable growth. • Solution Selling in a Vertical Context: Leverage light vertical alignment (major/minor model) to tailor messaging and differentiate based on industry-specific needs or language. • Cross-Functional Handoff to Post-Sales: Ensure smooth transitions post-sale by aligning internal stakeholders (Technical Success Managers, Engagement Directors, Account Managers, etc.) and documenting success criteria.

Key Responsibilities: Financial Operations: - Maintain daily bank balances and payment listings. - Process payments, including vendor invoices, staff claims, and refunds. - Oversee inter-company transactions and ensure accurate allocation of deferred revenue. - Liaise with operational teams on fee collection and reconciliation matters. Month-end and Year-End Close: - Review accuracy of monthly reports prepared by external accountant. - Perform monthly variance analysis, highlight trends and provide recommendations. - Prepare monthly closing schedules for balance sheet items and perform monthly inter-company reconciliations. - Assist in reconciling and resolving discrepancies in financial statements. Compliance and Reporting - Monitor and ensure compliance with financial policies, internal controls, and statutory requirements. - Preparation and assist with annual budget activities Ad-Hoc Projects and Administration - Manage ad-hoc financial projects such as software implementation or process automation. - Provide administrative support as needed, ensuring smooth coordination across teams. - Utilise financial software (e.g., Xero) for daily operations, ensuring accuracy and system integrity. Stakeholder Collaboration - Curate and present monthly financial data to senior management, facilitating strategic discussions and decision-making. - Liaise with external auditors, tax advisors, and other consultants (if any) to facilitate smooth financial processes and audits. - Collaborate with regulatory authorities and institutions for compliance-related matters when necessary - Build effective relationships with internal stakeholders to streamline financial processes and enhance organisational efficiency Requirements: - Bachelor’s degree in Accounting, Finance, or related discipline. - Professional qualification (CP, ACCA, CA or equivalent) - Minimum 3 years of relevant experience in financial accounting or reporting. - Strong knowledge of IFRS / applicable accounting standards. - Experience in Xero accounting software preferred. - Advanced proficiency in Google Sheets, Docs and Slides. - Strong team player. Competencies and Attributes - Dedicated, meticulous with strong analytical and problem-solving skills. - High level of accuracy and attention to detail. - Ability to work independently and manage competing deadlines. - Resilient under pressure during reporting cycles. - Collaborative team player with leadership potential. - Proactive mindset with continuous improvement orientation. Job Details - Remote Arrangement - Working Hours: Mon - Fri, 9am - 6pm

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 Twilio’s next Strategic Account Executive 3! About the job This position is needed to lead relationships with our growth and mid-market Communications platform customers who consume our messaging, voice and email services. You will be directly responsible for protecting and growing Twilio’s communications business across your assigned customers. As an Strategic Account Executive, you will drive highly analytical and consultative sales cycles with High Tech customers that are running large scale, global, competitively sourced, use case-specific businesses. This role is highly cross functional, and your success will depend on building deep partnerships across product management, finance, support, and operations. Responsibilities In this role, you’ll: - Manage and expand revenue across your book of Strategic Accounts - Develop, drive, and execute account strategy to consistently deliver strong revenue, gross margin, and gross profit results. - Partner closely with other Twilio teams to identify new revenue opportunities within your account portfolio. - Serve on a cross-functional account team with representatives from product, finance, support, and services teams. - Run a disciplined forecast, consistently achieve goals, and present guidance to executive management. - Run highly consultative sales cycles with our largest customers with a focus on deep discovery, listening to customer needs and being an effective champion for their point of view in the organization. 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. - Demonstrate expertise in managing or leading quantitative, highly analytical products and solutions for customers. - Accountable for 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 track record of managing business forecasts and financial models. - Entrepreneurial mindset with appetite to define process and build programs. - Record of delivering revenue and gross profit results, especially for large-scale and enterprise customers. - Excellent verbal and written communication skills. - Bachelor’s Degree or equivalent years of experience. Desired: - Deep experience working with telecom companies, including CPAAS, SMS aggregators, carriers, or global communications platforms. - 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, but is not eligible to be hired in CA, CT, IL, MA, MD, NJ, NY, OR, PA, RI, TX, VA, WA, or Washington DC. Travel We prioritize connection and opportunities to build relationships with our customers and each other. For this role, approximately 30% 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 May 30, 2026, 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.