Senior GTM Business Architecture Manager

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!

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See yourself at Twilio

Join the team as Twilio’s next GTM Business Architecture Senior Manager

About the job

As the Senior Manager of GTM Business Architecture, you will serve as the engine room for how Twilio’s revenue processes scale. You sit at the high-stakes intersection of Sales Strategy, Operations, and Enterprise Technology (ET). Your mission is to translate macro commercial strategies into high-fidelity, actionable business blueprints.

You will act as the Domain Owner for specific GTM workflows, serving as the primary bridge between the Field and Enterprise Tech. We are not an “order-taking” function; we are systems architects. You are curious, thrive in ambiguity, and possess a “First Principles” mindset - capable of rolling up your sleeves to deconstruct a broken process, write a bulletproof User Story, and enforce strict governance. This role acts as the upstream gatekeeper, ensuring that business requirements are fully vetted, data-compliant, and prioritized before they ever reach the ET engineering roadmap.

Responsibilities

In this role, you’ll:

• Domain Ownership & Process Design: Act as the strategic owner for specific segments of the GTM lifecycle (e.g., Prospecting, Deal Execution, Specialist Alignment). Conduct systemic audits of existing sales motions to pinpoint bottlenecks, then architect the “to-be” workflows to eliminate non-selling friction.
• Requirements Governance (The “What” & “Why”): Author high-fidelity Business Requirement Documents (BRDs), process flowcharts, and User Stories. Define the upstream “Data Contracts,” partnering closely with ET leads who own the technical configuration (the “How”). Ensure ET builds exactly what the business needs with zero ambiguity.
• Strategic Intake Triage: Utilize the GTM Priority Matrix to evaluate and rank inbound field requests. Actively filter out tactical “noise,” trading off field requests against technical debt to ensure engineering resources are focused solely on the highest-ROI drivers.
• UAT & Defect Governance: Lead the User Acceptance Testing (UAT) framework for your domain. Execute test scripts, run defect triage (prioritizing bugs vs. enhancements), and manage the Business “Go/No-Go” sign-off. Ensure no feature launches unless it meets the “Field-Ready” standard.
• The Closed-Loop Feedback Engine: Partner with Enablement and Data Analytics to track downstream adoption. Monitor system telemetry (e.g., Gong AI trackers, Outreach metrics) to measure behavioral adoption, tying the technical build to quantifiable revenue ROI.
• GTM AI Execution: Support the deployment of the GTM AI roadmap. Operationalize Generative AI POCs into daily rep workflows, capturing frontline feedback to iterate and scale.
• Cross-Functional Alignment: Maintain strict operational boundaries (RACI) across GTM, ET, and Enablement. Provide…