• Manage and Grow Strategic Customers – Develop and execute strategic account plans for high-value accounts, addressing growth objectives and customer needs. • Build Deep Customer Relationships – Engage with key stakeholders, including architecture teams, buying committees, and procurement, to expand Matillion’s presence. • Drive New Business – Identify, research, and secure new strategic customers through targeted prospecting and engagement strategies. • Lead the Full Sales Cycle – Manage deals from discovery to onboarding, collaborating with Solutions Engineers and Customer Success teams for seamless execution. • Develop Partner Relationships – Work closely with technology and consulting partners, fostering strong seller-to-seller connections to drive joint opportunities. • Ensure Operational Excellence – Apply MEDDPICC principles for opportunity management, maintain accurate forecasting, and continuously refine sales techniques.

• Manage and Grow Strategic Customers – Develop and execute strategic account plans for high-value accounts, addressing growth objectives and customer needs. • Build Deep Customer Relationships – Engage with key stakeholders, including architecture teams, buying committees, and procurement, to expand Matillion’s presence. • Drive New Business – Identify, research, and secure new strategic customers through targeted prospecting and engagement strategies. • Lead the Full Sales Cycle – Manage deals from discovery to onboarding, collaborating with Solutions Engineers and Customer Success teams for seamless execution. • Develop Partner Relationships – Work closely with technology and consulting partners, fostering strong seller-to-seller connections to drive joint opportunities. • Ensure Operational Excellence – Apply MEDDPICC principles for opportunity management, maintain accurate forecasting, and continuously refine sales techniques.

• Own the full sales cycle from prospecting to close • Generate pipeline through outbound prospecting, networking, and events • Qualify opportunities and run effective discovery conversations with potential clients • Build relationships with decision makers and guide them through the evaluation process • Manage a consistent pipeline of opportunities and maintain clear next steps for each deal • Collaborate with internal teams to ensure smooth handoffs once deals are closed • Represent the company at local events, meetings, and industry gatherings • Develop relationships with companies hiring globally and help them adopt the platform

• Be responsible for new customer acquisition across the full Twilio portfolio, while being assigned a quota for iACV (incremental Account Contract Value) • Own highly analytical and consultative sales cycles to move past transactional vendor relationships and help customers unlock value seamlessly across our portfolio. • Ability to multi-thread Enterprise accounts and comfortable building trusted relationships at all levels and acting as a strategic partner to the C-Suite to drive sustained double-digit growth. • Work with customers across assigned verticals and regions to understand their business and technical requirements, partnering with the Specialist Sales organization to bring deep technical and domain expertise to complex deals. • Collaborate with Product Specialists, Value Engineering, and Enterprise Strategists to incubate new solutions and accelerate the adoption of Twilio platform. • Work with teams in Finance, Legal, Pricing, Product, and Operations to design mutually beneficial contracts to address customer requirements, while balancing the needs of our business. • Simultaneously execute multiple projects and deals while maintaining high performance across shifting priorities. • Partner cross functionally with Specialist Sales, services, product, and GTM Strategy & Operations to develop long-range territory strategies and sales plans. • Act as the voice of the customer to Twilio’s product and carrier relations teams. • Establish yourself as a subject matter expert in the unified communications and data platform industry. • Establish yourself as a subject matter expert in the vertical industries you are focused on leveraging deep technical expertise to lead complex, multi-product digital initiatives. • Ability to crisply articulate the power of unified GTM organization and how it benefits vertical industry clients by streamlining their strategic relationship with Twilio. • Generate and maintain an accurate pipeline and forecast utilizing our CRM, Salesforce