Sales Specialist Unified Communication

New Business Account Executive

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 our next New Business Account Executive.   About the job As a New Business Account Executive, within our Global Sales organization, you will be responsible for prospecting, solution selling and closing new business opportunities across the entire Twilio platform. In this role, you will be directly responsible for becoming an essential strategic partner to some of the largest and fastest growing enterprise companies..You will drive profitable revenue growth by making multi-product selling the default sales motion. This role is highly cross functional, with deep integration with Specialist Sales, Product Management, Field Marketing, Finance, and Solutions Engineering teams. RESPONSIBILITIES In this role, you’ll: *   * 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 Qualifications  Twilio values diverse experiences from all kinds of industries, and we encourage everyone who meets the required qualifications to 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: Demonstrated track record of selling and closing in the cloud communications and customer data platform market, with a focus on driving multi product adoption. Specific requirements: * * Possess a total of 12 years of full cycle sales experience, with a minimum of 5 years managing or leading quantitative highly analytical products or solutions for their customers. * Directly selling technical SaaS or CPaaS or Data platforms while moving beyond transactional sales into strategic partnerships. * Experience outbound prospecting and executing a "total account relationship" strategy to drive profitable revenue growth.  Proven track record in consultative technical solution selling, with a focus on conducting deep discovery to translate complex customer pain points into integrated SaaS and API solutions. * Comfortable working with both line of business and highly technical leaders, while influencing their understanding of how integrated data and AI drive business value. * Analytical account development strategy based on using data to find opportunities and prove value and making multi-product selling the default for every engagement. * Demonstrated track record of managing business forecasts and financial models  * Entrepreneurial mindset with appetite to define process and build programs * Record of delivering market driven results, especially to scale and enterprise customers * Excellent verbal and written communication skills (English) * Bachelor’s Degree or equivalent years of experience   Desired: * Deep experience working in CPaaS, Data Platforms or global communications platforms. * Domain expertise from a highly quantitative industry such as Retail, eCommerce, DevOps, Fintech, Insurance, advertising optimization, banking, or security or Software, SaaS, CPaas or PaaS selling experience.   Location This role will be remote, based in Singapore   Travel  We prioritize connection and opportunities to build relationships with our customers and each other. For this role, More than 30% travel is anticipated to help you connect in-person in a meaningful way.    What We Offer There are many benefits to working at Twilio, including, in addition to competitive pay, things like generous time-off, ample parental and wellness leave, healthcare, a retirement savings program, and much more. Offerings vary by location. 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.

Sales Specialist - Lakebase

Databricks

SLSQ427R256 Databricks is seeking a Lakebase Sales Specialist Account Executive to help customers modernize their operational data foundation with Databricks Lakebase, our fully-managed Postgres offering for intelligent applications. This high-impact role sits within the Lakebase Go-To-Market team and partners closely with regional Account Executives to drive adoption of Lakebase with platform, application, and data teams. Lakebase gives customers a unified, governed foundation for operational workloads and AI-native applications, helping them move away from a fragmented estate of point databases toward a modern, scalable, serverless Postgres service. If you want to be at the forefront of operational databases for AI and intelligent applications at one of the fastest-growing data and AI companies in the world, this is your opportunity. THE IMPACT YOU WILL HAVE * Drive new Lakebase revenue by identifying, qualifying, and closing Lakebase opportunities within a defined territory, in partnership with regional Account Executives and the broader account team. * Lead with outcomes for key Lakebase personas — including platform teams and developers, data teams, and central IT — articulating how Lakebase helps them ship features faster, simplify operational data architectures, and improve governance and cost efficiency. * Sell the value of fully-managed Postgres for intelligent applications, positioning Lakebase as the optimal choice for operational workloads that power real-time, AI-driven experiences. * Run complex, multi-threaded sales cycles from discovery and value hypothesis through commercial negotiation and close, navigating executive, technical, and line-of-business stakeholders. * Orchestrate proof-of-value and POCs that validate Lakebase’s benefits for OLTP-style workloads, reverse ETL, and AI/ML-driven applications, in partnership with solution architects and specialists. * Compete and win against legacy and cloud-native operational databases by leveraging our compete assets, benchmarks, and customer references. * Align to measurable business outcomes such as performance, developer productivity, time-to-market for new features, cost reduction, and simplification of the operational data landscape. * Partner cross-functionally with Product Management, Marketing, Customer Success, and Partner teams to shape territory plans, launch plays, and co-selling motions with key ISVs and GSIs. * Enable the field by sharing Lakebase best practices, success stories, and sales motions with broader sales teams, helping scale Lakebase proficiency across the organization. WHAT SUCCESS LOOKS LIKE IN THIS ROLE This role requires the ability to operate across two key motions simultaneously: * Establish top strategic focus accounts by engaging application development teams to create net-new intelligent applications leveraging Lakebase. * Drive longer-term Postgres standardization and migration within Databricks' most strategic accounts. Candidates should demonstrate how they can act as a force multiplier across multiple dimensions of the business. Success in this role requires strength in four areas: 1. Business ownership – Operate at a business-unit level by tracking revenue, pipeline, and key observations, and by identifying areas needing additional focus or support. 2. Strategic account engagement – Partner with account teams to engage priority accounts across the global DB700, driving strategic opportunities from initial engagement through successful outcomes. 3. Field enablement – Build and execute enablement plans that empower AEs and SAs to confidently carry the Lakebase conversation even when the specialist is not present. Market voice and thought leadership – Develop an internal and external presence by contributing to global AMAs and internal forums, and by representing Databricks at key first- and third-party WHAT WE LOOK FOR * 7+ years of enterprise SaaS sales experience, consistently exceeding quota in complex, multi-stakeholder deals. * Proven success selling data platforms, operational databases (e.g., Postgres, MySQL, cloud-native DBaaS), or adjacent data/AI infrastructure to technical buyers and business leaders. * Strong understanding of modern data and application architectures, including cloud-native services, microservices, event-driven systems, and how operational data underpins AI and analytics strategies. * Ability to sell to both technical stakeholders (developers, architects, data engineers) and business stakeholders (product leaders, operations, line-of-business owners). * Demonstrated experience leading specialist or overlay motions, working jointly with core Account Executives to create and progress opportunities. * Executive presence with the ability to whiteboard architectures, lead C-level conversations, and build trust with senior decision makers. * Strong value selling skills: adept at discovering pain, building a business case, and tying technical capabilities to clear, quantified outcomes. * Excellent communication, storytelling, and negotiation skills, with comfort presenting to both large and small audiences. * Bachelor’s degree or equivalent practical experience. PREFERRED QUALIFICATIONS * Experience selling Postgres, operational databases, OLTP workloads, or transactional cloud database services, ideally within large or strategic accounts. * Familiarity with data platforms, lakehouse architectures, and cloud ecosystems (AWS, Azure, GCP), including how operational databases fit within broader data and AI strategies. * Understanding of reverse ETL, real-time decisioning, and operational analytics use cases, and how they drive value for customer-facing and internal applications. * Exposure to AI-native and agent-driven applications that depend on low-latency, highly scalable operational data services. * Prior experience in a high-growth, category-creating environment, helping shape new plays, messaging, and customer narratives. * Experience collaborating with partners and ISVs to drive joint pipeline and co-sell motions.   About Databricks Databricks is the data and AI company. More than 10,000 organizations worldwide — including Comcast, Condé Nast, Grammarly, and over 50% of the Fortune 500 — rely on the Databricks Data Intelligence Platform to unify and democratize data, analytics and AI. Databricks is headquartered in San Francisco, with offices around the globe and was founded by the original creators of Lakehouse, Apache Spark™, Delta Lake and MLflow. To learn more, follow Databricks on Twitter, LinkedIn and Facebook. Benefits At Databricks, we strive to provide comprehensive benefits and perks that meet the needs of all of our employees. For specific details on the benefits offered in your region click here. Our Commitment to Diversity and Inclusion At Databricks, we are committed to fostering a diverse and inclusive culture where everyone can excel. We take great care to ensure that our hiring practices are inclusive and meet equal employment opportunity standards. Individuals looking for employment at Databricks are considered without regard to age, color, disability, ethnicity, family or marital status, gender identity or expression, language, national origin, physical and mental ability, political affiliation, race, religion, sexual orientation, socio-economic status, veteran status, and other protected characteristics. Compliance If access to export-controlled technology or source code is required for performance of job duties, it is within Employer's discretion whether to apply for a U.S. government license for such positions, and Employer may decline to proceed with an applicant on this basis alone.

Lakebase Sales Specialist

Databricks

SLSQ327R173 Databricks is seeking a Lakebase Sales Specialist to help customers modernize their operational data foundation with Databricks Lakebase, our fully-managed Postgres offering for intelligent applications. This high-impact role sits within the Lakebase Go-To-Market team and partners closely with regional Account Executives to drive adoption of Lakebase with platform, application, and data teams. Lakebase gives customers a unified, governed foundation for operational workloads and AI-native applications, helping them move away from a fragmented estate of point databases toward a modern, scalable, serverless Postgres service. If you want to be at the forefront of operational databases for AI and intelligent applications at one of the fastest-growing data and AI companies in the world, this is your opportunity. THE IMPACT YOU WILL HAVE * Drive new Lakebase revenue by identifying, qualifying, and closing Lakebase opportunities within a defined territory, in partnership with regional Account Executives and the broader account team. * Lead with outcomes for key Lakebase personas — including platform teams and developers, data teams, and central IT — articulating how Lakebase helps them ship features faster, simplify operational data architectures, and improve governance and cost efficiency. * Sell the value of fully-managed Postgres for intelligent applications, positioning Lakebase as the optimal choice for operational workloads that power real-time, AI-driven experiences. * Run complex, multi-threaded sales cycles from discovery and value hypothesis through commercial negotiation and close, navigating executive, technical, and line-of-business stakeholders. * Orchestrate proof-of-value and POCs that validate Lakebase’s benefits for OLTP-style workloads, reverse ETL, and AI/ML-driven applications, in partnership with solution architects and specialists. * Compete and win against legacy and cloud-native operational databases by leveraging our compete assets, benchmarks, and customer references. * Align to measurable business outcomes such as performance, developer productivity, time-to-market for new features, cost reduction, and simplification of the operational data landscape. * Partner cross-functionally with Product Management, Marketing, Customer Success, and Partner teams to shape territory plans, launch plays, and co-selling motions with key ISVs and GSIs. * Enable the field by sharing Lakebase best practices, success stories, and sales motions with broader sales teams, helping scale Lakebase proficiency across the organization. WHAT SUCCESS LOOKS LIKE IN THIS ROLE This role requires the ability to operate across two key motions simultaneously: * Establish top strategic focus accounts by engaging application development teams to create net-new intelligent applications leveraging Lakebase. * Drive longer-term Postgres standardization and migration within Databricks' most strategic accounts. Candidates should demonstrate how they can act as a force multiplier across multiple dimensions of the business. Success in this role requires strength in four areas: 1. Business ownership – Operate at a business-unit level by tracking revenue, pipeline, and key observations, and by identifying areas needing additional focus or support. 2. Strategic account engagement – Partner with account teams to engage priority accounts across the global DB700, driving strategic opportunities from initial engagement through successful outcomes. 3. Field enablement – Build and execute enablement plans that empower AEs and SAs to confidently carry the Lakebase conversation even when the specialist is not present. 4. Market voice and thought leadership – Develop an internal and external presence by contributing to global AMAs and internal forums, and by representing Databricks at key first- and third-party events. The interview process is designed to evaluate candidates across all four of these dimensions. WHAT WE LOOK FOR * 7+ years of enterprise SaaS sales experience, consistently exceeding quota in complex, multi-stakeholder deals. * Proven success selling data platforms, operational databases (e.g., Postgres, MySQL, cloud-native DBaaS), or adjacent data/AI infrastructure to technical buyers and business leaders. * Strong understanding of modern data and application architectures, including cloud-native services, microservices, event-driven systems, and how operational data underpins AI and analytics strategies. * Ability to sell to both technical stakeholders (developers, architects, data engineers) and business stakeholders (product leaders, operations, line-of-business owners). * Demonstrated experience leading specialist or overlay motions, working jointly with core Account Executives to create and progress opportunities. * Executive presence with the ability to whiteboard architectures, lead C-level conversations, and build trust with senior decision makers. * Strong value selling skills: adept at discovering pain, building a business case, and tying technical capabilities to clear, quantified outcomes. * Excellent communication, storytelling, and negotiation skills, with comfort presenting to both large and small audiences. * Bachelor’s degree or equivalent practical experience. PREFERRED QUALIFICATIONS * Experience selling Postgres, operational databases, OLTP workloads, or transactional cloud database services, ideally within large or strategic accounts. * Familiarity with data platforms, lakehouse architectures, and cloud ecosystems (AWS, Azure, GCP), including how operational databases fit within broader data and AI strategies. * Understanding of reverse ETL, real-time decisioning, and operational analytics use cases, and how they drive value for customer-facing and internal applications. * Exposure to AI-native and agent-driven applications that depend on low-latency, highly scalable operational data services. * Prior experience in a high-growth, category-creating environment, helping shape new plays, messaging, and customer narratives. * Experience collaborating with partners and ISVs to drive joint pipeline and co-sell motions. This description is intended to outline the core responsibilities and qualifications for the Lakebase Account Executive role. Actual responsibilities may evolve as the Lakebase product and go-to-market motions continue to grow and mature. About Databricks Databricks is the data and AI company. More than 10,000 organizations worldwide — including Comcast, Condé Nast, Grammarly, and over 50% of the Fortune 500 — rely on the Databricks Data Intelligence Platform to unify and democratize data, analytics and AI. Databricks is headquartered in San Francisco, with offices around the globe and was founded by the original creators of Lakehouse, Apache Spark™, Delta Lake and MLflow. To learn more, follow Databricks on Twitter, LinkedIn and Facebook. Benefits At Databricks, we strive to provide comprehensive benefits and perks that meet the needs of all of our employees. For specific details on the benefits offered in your region click here. Our Commitment to Diversity and Inclusion At Databricks, we are committed to fostering a diverse and inclusive culture where everyone can excel. We take great care to ensure that our hiring practices are inclusive and meet equal employment opportunity standards. Individuals looking for employment at Databricks are considered without regard to age, color, disability, ethnicity, family or marital status, gender identity or expression, language, national origin, physical and mental ability, political affiliation, race, religion, sexual orientation, socio-economic status, veteran status, and other protected characteristics. Compliance If access to export-controlled technology or source code is required for performance of job duties, it is within Employer's discretion whether to apply for a U.S. government license for such positions, and Employer may decline to proceed with an applicant on this basis alone.