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.
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Hiring and how we work
We use Artificial Intelligence (AI) to help make our hiring process efficient. That said, every hiring decision is made by real Twilions!
Also, while we are a remote-first company, you may be asked to report in person on an ad-hoc basis for team gatherings, functional off-sites or customer meetings.
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See yourself at Twilio
Join the team as Twilio’s next Principal Pricing and Monetization Manager
About the job
This position is needed to lead and scale Twilio’s platform-wide pricing and monetization strategies.
This is a high-impact, strategic leadership role critical to driving Twilio's pricing strategy and operationalizing key pricing processes. Your work will directly contribute to accelerating Twilio's business growth while simplifying the purchasing experience for our customers. Reporting to the Director of Monetization & Pricing Strategy, you will act as a primary strategic leader shaping complex pricing and packaging strategies for Twilio’s expanding product portfolio.
Responsibilities
In this role, you’ll:
- Architect and shape strategy: Develop advanced pricing and packaging strategies that generate incremental revenue and margin for Twilio, incorporating considerations like product strategy, GTM strategy, competitive differentiation, and deep financial analysis.
- Partner with Product leadership: Work closely with Product teams and senior leaders to align product strategy and roadmaps with monetization frameworks, providing critical insights into competitor pricing and packaging to inform requirements.
- Analyze data: Dive into complex datasets across sales, customer behavior, product usage, competitive benchmarks, and financial data to inform pricing strategies.
- Champion cross-functional collaboration: Act as a strategic bridge and internal champion across GTM Strategy, Product, Sales, Marketing, and Finance to ensure organizational alignment and flawless execution of new pricing initiatives.
- Lead complex projects: Own the end-to-end delivery of highly complex, multi-stakeholder monetization projects that generate clear, measurable business impact at the enterprise level.
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:
- Pricing Expertise: 8+ years of relevant experience in pricing strategy, including at least 5 years of direct ownership over pricing and monetization strategies in telecom, SaaS, PaaS, or adjacent industries.
- Financial Modeling & Analytics: Hands-on mastery of developing complex pricing models and evaluating monetization frameworks to generate insights and drive strategic alignment.
- 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, or equivalent experience.
Desired:
- Industry Expertise: Past experience in a B2B environment
- Platform-Level Pricing Strategy: Direct experience designing and scaling multi-product, platform-level pricing strategies
- Pricing Methodologies: Deep understanding of advanced pricing survey techniques (e.g., conjoint analysis, Van Westendorp).
- Advanced Education: Consulting experience, MBA, or an advanced degree in a 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 the salary range information provided applies only to candidates residing in California, Colorado, Hawaii, Illinois, Maryland, Massachusetts, Minnesota, New Jersey, New York, Vermont, Washington D.C., and Washington State due to local requirements. Compensation for candidates in other locations will be discussed during the hiring process. Please note that hiring for this role is not restricted to the locations listed above.
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 - $176,900
- Based in New York, New Jersey, Washington State, or California (outside of the San Francisco Bay area): $149,840 - $187,300
- Based in the San Francisco Bay area, California: $166,400 - $208,000
- 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 Nov 19th 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.
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Stay alert to recruitment fraud
We care about your safety. Scammers sometimes impersonate Twilio recruiters through fake job postings, emails, websites, or messages. Please ensure you are engaging with an official @twilio.com email address. We will never ask for payment, gift cards, cryptocurrency, or banking information during the recruiting process. We do not make job offers without a formal interview process or conduct interviews exclusively through text-based messaging apps.
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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.
