• Own the overall growth strategy for an assigned Federal territory by developing and executing comprehensive account plans aligned to customer mission priorities. • Proactively identify, qualify, and create new business opportunities through disciplined prospecting, executive engagement, partner development, and strategic account planning. • Expand existing customer relationships by identifying whitespace opportunities and positioning the full portfolio of Trace3 Government capabilities. • Consistently achieve or exceed assigned revenue, gross profit, and strategic growth objectives. • Build trusted relationships with senior government leaders, acquisition professionals, program managers, technical leadership, and executive sponsors. • Lead consultative customer engagements focused on understanding mission challenges, operational priorities, and long-term modernization initiatives. • Position Trace3 Government as a trusted advisor capable of delivering measurable mission outcomes through commercial innovation. • Serve as the quarterback for every customer opportunity by leading cross-functional teams consisting of Business Development, Engineering, Solution Architecture, Project Management, Customer Success, executive leadership, and strategic technology partners. • Lead opportunity qualification, capture planning, competitive positioning, win strategy development, proposal support, and executive engagement activities. • Coordinate internal and external resources to maximize customer success and increase probability of win.

• Sell Abnormal security solutions to approximately 20 Major Accounts (F500/ Global 500) within your defined territory with the goal to overachieve new annual recurring revenue quota • Work from initial conversations through signing a contract and up-selling once they’re a customer. • Prospect and generate new business opportunities within Major Accounts to supply enough pipeline for them to hit sales targets. • Work with Customer Success to ensure a timely renewal and expansion sale opportunities • Continually document results and maintain accurate data across all sales systems (Salesforce, Highspot, Close Plan) • Be a voice for the customer/prospect with internal teams including Sales Engineering/POV team, Product and Marketing to ensure appropriate prioritization to close more revenue.

• Telephone-based prospecting of potential new customers. • Conducting structured initial calls to analyze needs. • Phone outreach to existing contacts in the system. • Consistent follow-up and scheduling of appointments for our Strategy Advisors. • Planning as well as preparation and follow-up for appointments. • Careful maintenance of customer data in our CRM system.

Role Description Join the team as Twilio’s next Account Executive, New Business. As an Account Executive 4 for New Business, you will be at the forefront of Twilio’s expansion in Brazil. This is a high-impact, pure hunting role where you will be responsible for driving new customer acquisition within the enterprise and large commercial segments. You will act as the strategic CEO of your territory, leveraging executive relationships, cross-functional internal alignment, and deep industry insights to win market share, replace legacy systems, and position Twilio’s full stack (SMS, RCS, Voice, and Segment). Responsibilities - New Logo Acquisition: Own and drive the end-to-end sales cycle for net-new enterprise accounts in Brazil, from pipeline generation to closing high-value contracts. - Strategic Deal Structuring: Navigate complex, high-friction, and multi-million dollar commitments. Masterfully align pricing, Legal, and Deal Desk approvals to close business with speed and precision. - Orchestrate Cross-Functional Teams: Effectively lead and collaborate with a world-class extended team, including Solutions Engineers (SEs), Product Specialist teams, Customer Success, and leadership, ensuring zero technical or commercial friction for the client. - Executive Presence & Alignment: Build, nurture, and leverage deep relationships with C-level executives (CIOs, CTOs, CMOs, and VPs of Engineering) to position Twilio as a strategic transformation partner. - MEDDPICC Excellence: Apply strict sales qualification and methodology to ensure high win rates, clear predictability, and accurate forecasting for the leadership team. - Market Ambassadorship: Stay ahead of market trends, regulatory shifts in Brazil (such as SMS/RCS frameworks), and competitor movements to position Twilio as the unmatched market leader. Qualifications - Experience: 8+ years of enterprise software (SaaS, IaaS, PaaS, or CPaaS) sales experience, with a heavy emphasis on pure hunting and new business acquisition in Brazil. - Track Record: A proven history of consistently exceeding sales quotas, closing 7-figure deals ($1M+ ARR or total committed revenue), and winning highly competitive displacement cycles. - Ecosystem Knowledge: Deep understanding of the Brazilian digital ecosystem, cloud communications, customer engagement, or developer-led sales models. - Skills: Expert negotiation skills, exceptional qualification discipline, and the ability to articulate highly technical concepts (APIs, developer architectures) into strong business value. - Leadership: Strong collaborative mindset with a track record of pulling in regional and global executive leadership (VPs, SVPs) to successfully push strategic deals across the finish line. - Languages: Fluent in Portuguese and Advanced/Fluent in English (essential for global alignment, business reviews, and internal collaboration). Spanish is a plus. Location This role will be remote, and based in Brazil. Travel We prioritize connection and opportunities to build relationships with our customers and each other. For this role, you may be required to travel occasionally to participate in project or team in-person meetings. Benefits - Competitive pay - Generous time off - Ample parental and wellness leave - Healthcare - Retirement savings program - And much more (offerings vary by location)