Principal, Marketing Architecture & Strategy

Twilio

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 Principal Price Realization Strategy Manager About the job This is a high-impact role, critical to driving Twilio's pricing strategy and developing key pricing strategic decisions. Your work will directly contribute to accelerating Twilio's business growth while simplifying the purchasing experience for our customers. As the Principal Price Realization Strategy Manager, you will drive the pricing strategy, analytics, and operational execution for our digital and product monetization initiatives. Reporting directly to the Director of Price Realization Strategy, you will serve as a strategic leader responsible for shaping global pricing and discounting frameworks, build and design executive-facing dashboards, and optimizing revenue performance across our entire product portfolio. Responsibilities In this role, you’ll: * Shape & Drive Pricing Strategy: Architect and execute price optimization models that accelerate business performance. You will blend price elasticity, competitive differentiation, and deep financial analysis into actionable monetization frameworks. * Lead PLG & Self-Service Monetization: Partner directly with Growth Marketing, Self-service Sales, Console Engineering, and Finance teams to align on product-led growth (PLG) strategies, ensuring seamless pricing execution across digital touchpoints. * Analytics Design: Own the design, optimization, and scaling of advanced pricing analytics dashboards (Tableau/Looker) and operational workflows. Turn complex data infrastructure into strategic tools that enhance efficiency and maximize profitability. * Deliver Deep-Dive Data Insights: Query and analyze complex datasets across sales, customer behavior, product usage, and financials to uncover hidden revenue opportunities, pressure-test hypotheses, and scale high-impact strategies. * Collaborate Cross-Functionally: Act as a critical bridge and internal champion across GTM Strategy, Product, Sales, Marketing, and Finance to ensure organizational alignment and flawless execution of new pricing initiatives. Qualifications  Not all applicants will have skills that match a job description exactly. Twilio values diverse experiences in other industries, and we encourage everyone who meets the required qualifications to apply. While having “desired” qualifications make for a strong candidate, we encourage applicants with alternative experiences to also 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:  * Pricing Expertise: 8+ years of relevant experience, including 5+ years of direct ownership over consumption-based pricing and monetization strategies within IaaS, PaaS, or developer-focused B2C/Product-led growth ecosystems. * Financial Modeling & Analytics: Hands-on mastery of developing complex pricing models and monetization frameworks, combined with 3+ years of experience building analytics dashboards in Tableau or Looker to drive strategic, revenue-optimizing decisions. * Cross-Functional Project Management: A proven track record of leading and delivering complex, multi-stakeholder projects that generate clear, measurable business impact. * Executive Communication & Influence: Exceptional oral and written communication skills, with a demonstrated ability to translate complex pricing concepts into compelling narratives that influence peers and senior leadership. * Education: Bachelor’s degree in a quantitative or business-related field.  Desired: * Platform-Level Pricing Strategy: Direct experience designing and scaling multi-product, platform-level pricing strategies tailored to developer-focused B2C/Product-led growth ecosystems. * Advanced Data Visualization: Proven experience designing and operationalizing clear, intuitive dashboards in Tableau or Looker to translate dense data into actionable, executive-facing insights. * Global Pricing & Localization: Familiarity with navigating regional pricing dynamics, including multi-currency strategies, local market nuances, and regulatory constraints. * Advanced Education: Consulting experience, MBA or an advanced degree in a highly quantitative discipline. Location:  This role will be remote, but is not eligible to be hired in CA, CT, NJ, NY, PA, WA. 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. 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, Illinois, Maryland, Massachusetts, Minnesota, Vermont or Washington D.C. : $141,520.00 - $176,900.00 * Based in New York, New Jersey, Washington State, or California (outside of the San Francisco Bay area): $149,840.00 - $187,300.00  * Based in the San Francisco Bay area, California: $166,400.00 - $208,000.00 * This role may be eligible to participate in Twilio’s equity plan and corporate bonus 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. 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 July 1st, 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.

Okta

Secure Every Identity, from AI to Human Identity is the key to unlocking the potential of AI. Okta secures AI by building the trusted, neutral infrastructure that enables organizations to safely embrace this new era. This work requires a relentless drive to solve complex challenges with real-world stakes. We are looking for builders and owners who operate with speed and urgency and execute with excellence. This is an opportunity to do career-defining work. We're all in on this mission. If you are too, let's talk. SECURE EVERY IDENTITY, FROM AI TO HUMAN Identity is the key to unlocking the potential of AI. Okta secures AI by building the trusted, neutral infrastructure that enables organizations to safely embrace this new era. This work requires a relentless drive to solve complex challenges with real-world stakes. We are looking for builders and owners who operate with speed and urgency and execute with excellence. This is an opportunity to do career-defining work. We're all in on this mission. If you are too, let's talk. THE DIGITAL PLATFORM TEAM The Digital Platform team is a global organization distributed across the US and India, responsible for the integration and infrastructure layer that connects Adobe Experience Cloud to the rest of Okta's marketing technology, and analytics stack. The team owns Adobe Experience Platform (AEP) architecture, data collection infrastructure, AEM platform services, and the integration portfolio — including the MCP server architecture, LLM provider integrations, and AI agent infrastructure that power AI-native marketing experiences across the company. The team partners closely with Marketing, IT, DevSecOps, and Adobe to extend platform capabilities, govern data, and deliver scalable AI-driven experiences to the GTM organization. The work is strategic and product-driven: anticipating capability gaps, evaluating new tools and integrations, and building the connective tissue that keeps the broader ecosystem unified and well-governed. THE PRINCIPAL PRODUCT MANAGER, MARKETING TECHNOLOGY AI OPPORTUNITY Okta is building the next generation of AI-native marketing technology, transforming how Demand Generation, Marketing Operations, Sales Operations, and IT teams work across the GTM stack. Within Technology, Data & Intelligence (TDI), we operate as Customer Zero — designing and delivering AI-powered MarTech products that reshape how Okta runs its own go-to-market motion and inform what we bring to market for our customers. As the Principal Product Manager for Marketing Technology AI, you'll act as the Platform Product Owner for AI and integrations — owning the strategy and roadmap for Adobe Experience Platform and the agentic capabilities layered on top of it. You'll own the full lifecycle of AI-native MarTech products, from zero-to-one innovations that prevent shadow IT to scaling them into reusable agent configurations and shared platform services. Your portfolio includes our MCP (Model Context Protocol) server architecture, LLM provider integration, AI agent orchestration, and the AI-driven product development lifecycle that powers GTM execution end-to-end. You'll balance rapid experimentation with disciplined governance — designing the human-in-the-loop gates and measurement contracts that make autonomous AI writes safe at enterprise scale. WHAT YOU'LL BE DOING * Discover and validate AI-native MarTech use cases that close ecosystem gaps before they become shadow IT * Build and ship AI-native experiences across the GTM stack — agents, copilots, and workflow automation that span DevOps and Content Operation swimlanes * Define the human-in-the-loop gates, measurement contracts, and governance policies that make autonomous AI writes safe in production * Scale proven zero-to-one wins into reusable, configuration-driven agent capabilities— so adding a new AI workflow becomes a configuration change, not a new build * Own the AI product development lifecycle end-to-end — from discovery and campaign intent through prototype, build, launch, monitor, and iterate — and partner with Digital, TDI, and Adobe to drive adoption * Define quality and safety metrics, evaluate AI performance against measurement contracts, and translate outcomes into clear business impact for the GTM organization WHAT YOU'LL BRING TO THE ROLE EXPERIENCE * 10+ years in product management, with 1+ years shipping AI/ML products in production * Track record taking products from idea → MVP → broad adoption inside a complex enterprise stack * Deep MarTech experience across Adobe Experience Platform, Marketo, and Salesforce, with working knowledge of adjacent systems (Real-Time CDP, Common Room, Gong, 6sense, Demandbase, Adobe Target) * Experience building AI-powered products with LLMs, agents, RAG, and Model Context Protocol (MCP) integrations SKILLS * Strong understanding of AI capabilities — and clear judgment for where they actually solve real MarTech problems vs. where they don't yet belong * Experience designing AI evaluation frameworks, quality benchmarks, and safety guardrails for autonomous and semi-autonomous workflows * Fluency with B2B data governance * Ability to balance speed and rigor, knowing when to experiment and when to standardize a capability into the platform * Excellent cross-functional leadership across Marketing, IT, and engineering — and storytelling skills that make platform work visible to executive stakeholders * User empathy and the ability to translate complex MarTech workflows (campaign execution, account-based experiences, buying-group lifecycle) into simple operator experiences * A bias for closing ecosystem gaps proactively — anticipating shadow IT before it appears, not reacting to it after the fact NICE-TO-HAVE * Familiarity with responsible AI principles and enterprise compliance (GDPR,, regional B2B privacy regimes) * Understanding of AI operational economics — cost, latency, and quality tradeoffs across LLM providers and inference patterns * Experience with agentic system design and Model Context Protocol (MCP) server architecture * Working knowledge of Account-Based Experience (ABX) frameworks, buying-group lifecycle management, and account-level intent signal aggregation * Background in B2B SaaS, enterprise security, or identity WHY JOIN US * Customer Zero Impact: Build AI-native MarTech inside Okta first — every product you ship reshapes how Okta runs its own go-to-market motion and informs what we bring to market for customers. * Ecosystem Leverage: Every enterprise integration you ship is a reason a team doesn't spin up a bespoke single use tool. Your impact is measurable, durable, and strategic — not headcount-bound. * AI + MarTech Leadership: Work at the intersection of identity, AI, and go-to-market — three of the most consequential domains in enterprise software today. WHAT YOU CAN LOOK FORWARD TO AS AN OKTA EMPLOYEE! * Amazing Benefits * Making Social Impact * Fostering Diversity, Equity, Inclusion and Belonging at Okta Okta cultivates a dynamic work environment, providing the best tools, technology and benefits to empower our employees to work productively in a setting that best and uniquely suits their needs. Each organization is unique in the degree of flexibility and mobility in which they work so that all employees are enabled to be their most creative and successful versions of themselves, regardless of where they live. Find your place at Okta today! https://www.okta.com/company/careers/. Compensation will be commensurate with your skills, qualifications, and experience, and aligned to Okta's India market bands. The total package includes equity (where applicable), bonus, and a comprehensive benefits package including health insurance, retirement contributions, flexible time off, and parental leave in accordance with our applicable plans and policies. To learn more about our Total Rewards program please visit https://rewards.okta.com/. Okta is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, ancestry, marital status, age, physical or mental disability, or status as a protected veteran. We also consider for employment qualified applicants with arrest and convictions records, consistent with applicable laws. If reasonable accommodation is needed to participate in the job application or interview process, or to complete any part of onboarding, please use the form linked from our careers site to request an accommodation. Okta is committed to complying with applicable data privacy and security laws and regulations. For more information, please see our Privacy Policy at https://www.okta.com/privacy-policy/ and our Personnel and Job Candidate Privacy Notice at https://www.okta.com/legal/personnel-policy/. OKTA The foundation for secure connections between people and technology Okta is the leading independent provider of identity for the enterprise. The Okta Identity Cloud enables organizations to securely connect the right people to the right technologies at the right time. With over 7,000 pre-built integrations to applications and infrastructure providers, Okta customers can easily and securely use the best technologies for their business. More than 19,300 organizations, including JetBlue, Nordstrom, Slack, T-Mobile, Takeda, Teach for America, and Twilio, trust Okta to help protect the identities of their workforces and customers.   P10801_3474949 #LI_Hybrid The Okta Experience * Supporting Your Well-Being  * Driving Social Impact  * Developing Talent and Fostering Connection + Community We are intentional about connection. Our global community, spanning over 20 offices worldwide, is united by a drive to innovate. Your journey begins with an immersive, in-person onboarding experience designed to accelerate your impact and connect you to our mission and team from day one. Okta is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, ancestry, marital status, age, physical or mental disability, or status as a protected veteran. We also consider for employment qualified applicants with arrest and convictions records, consistent with applicable laws. If reasonable accommodation is needed to complete any part of the job application, interview process, or onboarding please use this Form to request an accommodation. Notice for New York City Applicants & Employees: Okta may use Automated Employment Decision Tools (AEDT), as defined by New York City Local Law 144, that use artificial intelligence, machine learning, or other automated processes to assist in our recruitment and hiring process. In accordance with NYC Local Law 144, if you are an applicant or employee residing in New York City, please click here to view our full NYC AEDT Notice.

Elastic

Elastic, the Search AI Company, enables everyone to find the answers they need in real time, using all their data, at scale — unleashing the potential of businesses and people. The Elastic Search AI Platform, used by more than 50% of the Fortune 500, brings together the precision of search and the intelligence of AI to enable everyone to accelerate the results that matter. By taking advantage of all structured and unstructured data — securing and protecting private information more effectively — Elastic’s complete, cloud-based solutions for search, security, and observability help organizations deliver on the promise of AI. WHAT IS THE ROLE Elastic is expanding the Ecosystem Architects team focused on the most consequential AI providers in the AI Ecosystem — OpenAI and Anthropic. We are looking for a builder, an architect who will own the technical strategy and relationships with both. In this hands-on individual contributor role you'd be driving the co-build strategy through deeper integrations with both ecosystems, influencing Elastic Product strategy, building the prototypes, and shaping the GTM content that would help customers bring frontier intelligence to unstructured data. As the AI Ecosystem Architect you will build, manage and own the technical relationships end-to-end — bringing both technical depth and the credibility that comes from having built things yourself. "The deep integrations with OpenAI and Anthropic are at the center of how Elastic thinks Frontier AI will shape enterprises when brought to unstructured enterprise data. Elasticsearch is purpose-built to solve the retrieval problem for AI agents, and the person in this role will influence the most consequential decisions in how Elastic technology integrates with these ecosystems." — Global VP, Head of Business & Corporate Development, Elastic WHAT YOU WILL BE DOING You will drive technical integration, shape product strategy, and co-create the go-to-market content that helps customers put these partnerships to work. You will be BUILDING * Driving the co-build strategy with Elastic's Product team — identifying and prioritizing the integrations that deepen both partnerships and ensuring Elastic's retrieval, security, and observability capabilities are integrated in how OpenAI and Anthropic build for the enterprise. * Serving as Elastic's technical voice inside both ecosystems — working closely with partner and product teams at OpenAI and Anthropic so that Elasticsearch's role in agentic workflows is well understood and well represented. * Building reference architectures and working prototypes that demonstrate Elasticsearch as the retrieval layer for agentic AI — giving developers building with OpenAI and Anthropic platforms a clear path to grounded, governed context. * Working with Elastic's Security and Observability product teams to drive integration patterns and showcases that demonstrate how frontier AI enhances Elastic's capabilities. * Influencing Elastic's product roadmap with the technical signal you gather inside both ecosystems — what partner teams are building, what customers are asking for, and where the gaps are.   LEADING * Owning the technical and strategic relationships with partner-facing counterparts at OpenAI and Anthropic. * Being Elastic's named point of contact inside both ecosystems and at Elastic — the person that partner teams reach for when they want to understand how Elastic fits, what's possible, and what's next. * Building and managing a regular executive-level cadence to align on progress, priorities, and where investment should be focused. * Keeping Elastic's internal teams — product, engineering, field, and alliances — connected to what's happening inside both partner ecosystems, and vice versa. EVANGELIZING * Co-authoring joint solution briefs, technical guides, and co-branded content that help customers see the joint value clearly. * Representing Elastic at AI-focused partner events, meetups, developer conferences, technical summits, and community forums — bringing the hands-on depth to land with a practitioner audience. * Working with Elastic marketing teams to translate integrations into enablement that the field can use and customers can act on. WHAT YOU BRING * 7+ years in technical presales, partner engineering, solutions architecture, product management. * Proven experience owning technical relationships with strategic AI or platform partners — serving as the named technical point of contact. * Hands-on experience building prototypes and integration demos — to validate ideas alongside partner and Product teams before they become roadmap commitments. * A track record of influencing product roadmaps and partner priorities. * Strong communication across audiences — equally effective presenting at a developer conference and working through an architecture question with a partner engineer. * Willingness to travel 30% to partner offices, events, and conferences. BONUS POINTS * Direct experience working with OpenAI and/or Anthropic in a technical capacity, including familiarity with their partner programs and how both ecosystems make integration decisions. * Technical depth in at least one of Elastic's core solution areas: context engineering for AI agents, AI-powered security operations, or AI-powered observability. Fluency across all three is a differentiator. Compensation for this role is in the form of base salary.  This role does not have a variable compensation component.   The typical starting salary range for new hires in this role is listed below.  In select locations (including Seattle WA, Los Angeles CA, the San Francisco Bay Area CA, and the New York City Metro Area), an alternate range may apply as specified below.  These ranges represent the lowest to highest salary we reasonably and in good faith believe we would pay for this role at the time of this posting.  We may ultimately pay more or less than the posted range, and the ranges may be modified in the future.   An employee's position within the salary range will be based on several factors including, but not limited to, relevant education, qualifications, certifications, experience, skills, geographic location, performance, and business or organizational needs. Elastic believes that employees should have the opportunity to share in the value that we create together for our shareholders. Therefore, in addition to cash compensation, this role is currently eligible to participate in Elastic's stock program.  Our total rewards package also includes a company-matched 401k with dollar-for-dollar matching up to 6% of eligible earnings, along with a range of other benefits offered with a holistic emphasis on employee well-being. The typical starting salary range for this role is: $184,200—$291,400 USD The typical starting salary range for this role in the select locations listed above is: $184,200—$291,400 USD ADDITIONAL INFORMATION - WE TAKE CARE OF OUR PEOPLE As a distributed company, diversity drives our identity. Whether you’re looking to launch a new career or grow an existing one, Elastic is the type of company where you can balance great work with great life. Your age is only a number. It doesn’t matter if you’re just out of college or your children are; we need you for what you can do. We strive to have parity of benefits across regions and while regulations differ from place to place, we believe taking care of our people is the right thing to do. * Competitive pay based on the work you do here and not your previous salary * Health coverage for you and your family in many locations * Ability to craft your calendar with flexible locations and schedules for many roles * Generous number of vacation days each year * Increase your impact - We match up to $2000 (or local currency equivalent) for financial donations and service * Up to 40 hours each year to use toward volunteer projects you love * Embracing parenthood with minimum of 16 weeks of parental leave Different people approach problems differently. We need that. Elastic is an equal opportunity employer and is committed to creating an inclusive culture that celebrates different perspectives, experiences, and backgrounds. Qualified applicants will receive consideration for employment without regard to race, ethnicity, color, religion, sex, pregnancy, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, disability status, or any other basis protected by federal, state or local law, ordinance or regulation. We welcome individuals with disabilities and strive to create an accessible and inclusive experience for all individuals. To request an accommodation during the application or the recruiting process, please email candidate_accessibility@elastic.co. We will reply to your request within 24 business hours of submission. Applicants have rights under Federal Employment Laws, view posters linked below: Family and Medical Leave Act (FMLA) Poster; Pay Transparency Nondiscrimination Provision Poster; Employee Polygraph Protection Act (EPPA) Poster and Know Your Rights (Poster) Elasticsearch develops and distributes technology and information that is subject to U.S. and other countries’ export controls and licensing requirements for individuals who are located in or are nationals of the following sanctioned countries and regions: Belarus, Cuba, Iran, North Korea, Syria, or Russia, including the Ukrainian territories annexed by Russia (The Crimea region of Ukraine, The Donetsk People's Republic (DNR), The Luhansk People's Republic (LNR), Kherson or Zaporizhzhia). If you are located in or are a national of one of the listed countries or regions, an export license may be required as a condition of your employment in this role. Please note that national origin and/or nationality do not affect eligibility for employment with Elastic. Please see here for our Privacy Statement.