Enterprise Account Executive - Segment (NYC Tri-State)

As an Enterprise Account Executive at Twilio, your primary responsibilities include driving sales opportunities from initial pipeline generation through to closing deals. You'll leverage a value-oriented sales methodology that focuses on customer data use cases and marketing activation. Additionally, you'll work collaboratively with cross-functional teams, including pre-sales and customer success, to provide significant value and help streamline the sales cycle for our Segment platform.

To qualify for the Enterprise Account Executive role at Twilio, candidates should ideally possess over 7 years of quota-carrying sales experience, primarily targeting Enterprise accounts. Familiarity with a metrics-based approach to pipeline generation and SaaS sales experience is essential. A solid understanding of the Martech industry and previous experience with data-driven business decisions will also strengthen your application.

Success in the Enterprise Account Executive position at Twilio hinges on strong analytical and forecasting skills combined with the ability to influence decision-makers at various levels, from individual contributors to C-suite executives. Proficiency in modern sales processes and methodologies, specifically value-based sales techniques, is essential for driving initiatives and maximizing potential.

Yes, in the Enterprise Account Executive role at Twilio, approximately 20% travel is expected. This travel enables you to build meaningful in-person relationships with clients and team members, enhancing collaboration and connection as you work to deliver optimal sales outcomes.

The culture at Twilio is vibrant and inclusive, emphasizing remote work and diverse experiences. As an Enterprise Account Executive, you will be part of a supportive team that encourages innovation, problem-solving, and personal development. Twilio fosters an environment where employees can explore new ideas and contribute positively to their communities, promoting both professional and social impact.

In generating new leads as an Enterprise Account Executive, I would employ a strategic approach, starting with researching potential clients and identifying key industries where Segment could provide enhanced customer engagement. Networking through industry events, leveraging existing contacts, and utilizing social media platforms will help increase outreach, along with employing targeted content marketing to highlight Segment's value.

I am well-versed in several sales methodologies, including value-based selling, MEDPICC, and Force Management. In my previous roles, I have used these frameworks to analyze customer needs, align my proposals with their strategic goals, and ultimately drive the sales process to close efficiently. This structured approach ensures that I maintain a client-centered focus while achieving the desired outcomes.

Certainly! In a recent role, I faced a lengthy sales cycle due to complex client requirements. I engaged closely with internal and external stakeholders, facilitating open communication and adapting my approach as needed. By staying persistent and responsive, I ultimately closed the deal and established a successful long-term relationship, demonstrating the importance of flexibility and determination in overcoming challenges.

To stay organized while managing multiple accounts, I utilize a combination of CRM tools to track conversations, monitor sales progress, and maintain an overview of my pipeline. I also prioritize my tasks daily, segmenting client needs and addressing urgent matters first. Scheduling regular check-ins ensures I’m aware of all account developments and can respond proactively.

When presenting to C-level executives, I focus on succinctly articulating the strategic value of the product. I leverage data to showcase how Segment can directly impact their business outcomes by improving customer engagement. Understanding their pain points allows me to tailor the presentation effectively, minimizing technical jargon and emphasizing ROI and overall impact on their organization’s objectives.

During a sales call, I handle objections by actively listening to the client's concerns and validating their feelings. I ask probing questions to better understand the root of the objection and then respond with relevant insights and solutions. By addressing objections head-on and tailoring my responses to meet their specific needs, I create a collaborative dialogue that often turns into a constructive conversation.

In collaborative selling, I've worked closely with cross-functional teams at Twilio. This experience has taught me the importance of leveraging each department's expertise to address complex client needs. By involving Product, Customer Success, and Marketing teams, I ensure a cohesive approach that aligns all efforts towards creating seamless client experiences, ultimately enhancing satisfaction and loyalty.

Twilio’s Segment platform offers a unique approach with its ability to aggregate and streamline customer data seamlessly across multiple channels. Its versatility and user-friendly interface enable businesses to focus on crafting personalized customer experiences without the complexities of data management, making it a standout solution in the Martech landscape.

Managing client expectations starts with transparent communication. I set clear timelines and objectives upfront and maintain regular follow-ups to provide updates on progress. By fostering open dialogue and being upfront about potential hurdles, I can align with clients on expectations, ensuring that they feel informed and valued throughout the sales process.

I am particularly interested in Twilio because of its commitment to innovation in the communication sector and its remote-first approach, which aligns with my values. The opportunity to work with a diverse team, helping businesses enhance customer engagement through data solutions, resonates with my career goals and passion for making a significant impact in the Martech field.