Director, GTM Business Architecture

Twilio

1d • Remote

About The Position

As the Director of GTM Business Architecture & Transformation, you will design the business blueprint for how our revenue engines scale. You sit at the high-stakes intersection of Sales Strategy & Operations and Enterprise Technology (ET). Your mission is to ensure that our global GTM processes are not just functional, but a competitive advantage.
You will lead a function charted to define the "What" and "Why" of our sales process and technology ecosystem, serving as the primary bridge between the Field and Enterprise Tech. You are curious, thrive in ambiguity, driven to figure things out, and a change agent who can influence senior leaders but also roll up your sleeves to map a complex process or write a user story. This role is the gatekeeper ensuring that business requirements are high impact, clearly defined and prioritized before they reach the ET roadmap. The Director, GTM Business Architecture role reports to the VP of GTM Strategy, Operations and Enablement.

Requirements

• Experience: 10+ years in GTM Operations, Business Systems, or Management Consulting, with at least 2+ years of people management.
• Think like a Sales Person: proven ability to understand sales and how to design for productivity
• Systems Fluency: Deep expertise in the Salesforce ecosystem and integrated GTM tools (Clari, Gong, Outreach, etc. or similar). Capable of translating business needs into business logic and technical concepts while relying on ET for system architecture, configuration and implementation.
• Shaping AI strategy for revenue organizations: Proven experience identifying and defining high-impact AI use cases for both customer-facing growth and internal GTM efficiency; expert at building business cases, quantifying success metrics, and driving adoption.
• The "Driver" Persona: You don't wait for permission. You identify friction, get people aligned, build a business case for a solution, and see it through to implementation with cross-functional teams..
• Communication & Influence: Exceptional ability to simplify complex technical concepts for executive audiences and translate vague business "wants" into precise technical "needs.". Ability to lead through influence, drive change and build cross-functional alignment at all levels of the organization.
• Scale Mindset: You build for where the company will be in 2 years, not just where it is today.

Responsibilities

• Process Design: Drive the design of new GTM capabilities and systemic process enhancements. You will audit existing sales motions to pinpoint bottlenecks, then architect the "to-be" state for specific workflows to ensure our tech stack is a force multiplier for the field, not a hurdle.Optimize for rep productivity, data integrity, and customer experience.
• Corporate Transformation: Serve as the primary GTM stakeholder representative into company-wide system and business process transformations (e.g., CRM migrations, tool integrations, or Billing system overhauls).
• AI & Innovation: Architect the GTM AI roadmap. Identify and define the requirements for GenAI capabilities that automate manual tasks and provide predictive insights to the field.
• Data Integrity: Collaborate with Data Engineering to ensure process design supports clean, automated reporting and data integrity
• Requirements Governance: Lead the definition of business requirements, process flows, and user stories (the “What” + the “Why”); partnering with ET who owns the functional design and technical feasibility (the How”). Ensure that what Enterprise Tech builds is exactly what the business needs.
• Strategic Intake & Prioritization: Establish and lead a formal intake and prioritization framework to rank field requests. You will trade-off field requests against technical debt and strategic imperatives, ensuring the engineering team is always focused on the highest-ROI drivers for the GTM organization
• UAT & Quality: Own the User Acceptance Testing (UAT) framework. Ensure no tool or feature launches unless it meets the "Field-Ready" standard.
• Tooling Roadmap: Manage the prioritization of the GTM tech stack, balancing "keep the lights on" fixes with "game-changing" innovations.
• VOTF Leadership: Design and lead "Voice of the Field" programs to gather grassroots feedback from sales, specialists and partner GTM orgs. Synthesize this feedback into actionable roadmap items.
• Change Management: Lead the launch strategy for new capabilities, partnering with Enablement to ensure high adoption and measurable ROI.
• People Management: Attract, develop, and lead a small, elite team of Business Architects/Analysts.
• Executive Influence: Act as a trusted advisor to VP/SVP leaders in GTM and Enterprise Technology, navigating conflicting priorities to drive a unified GTM vision.

Benefits

• 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.

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: No Education Listed
• Number of Employees: 1,001-5,000 employees