Partnership Sales Lead

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 Sales Development Representative supporting our New Business and Strategic Sales organizations. About the job This position is needed to grow and develop pipeline for Twilio’s New Business and Strategic Sales teams. The Sales Development organization is a strategic component of Twilio’s overall go-to-market strategy. As a team, we collaborate daily, push each other to do the best work of our lives, and bring an unparalleled level of energy and drive to our jobs. We’re looking for people who have a growth-oriented mindset and want to build their careers within Twilio. If this role excites you but you think you don’t check every box, we still encourage you to apply — we’re already looking forward to meeting you. Responsibilities In this role, you’ll: * Break into new companies and markets using a multi-channel, value-based approach focused on building relationships and driving awareness of Twilio’s platform. * Receive all the necessary training and insights to confidently begin contacting prospects through Twilio’s SDR onboarding experience. * Achieve and exceed monthly goals for generating new business opportunities to fuel the sales pipeline. * Become a master of Salesforce, Outreach, Sales Navigator, and other tools essential for efficient workflows. * Research accounts to determine how Twilio’s solutions can provide value, then execute outbound dials, personalized emails, and social selling. * Work in partnership with Account Executives to develop account strategies, territory plans, and successfully generate new business opportunities 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: * Growth-oriented and ready to build toward future leadership or customer-facing roles * Goal-oriented and biased toward action (our quota is the floor, not the ceiling!) * Excited to go above and beyond to delight prospects through creative, strategic, highly personalized outreach * Comfortable with change and energized by a fast-moving environment * Enjoy variety and creativity in your day-to-day workflow * Have a demonstrated ability to navigate challenges with resilience * Embrace responsibility and enjoy partnering with Account Executives as part of a team   Desired: * 1+ year of customer-facing experience Location This role will be remote, but is not eligible to be hired in CA, CT, IL, MA, MD, NJ, NY, OR, PA, RI, TX, VA, WA, or Washington DC. 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, Minnesota or Vermont : $25.75/hr - $32.19/hr. * Based in Washington D.C., Illinois, Maryland, Massachusetts or California (outside of the San Francisco Bay Area): $27.18/hr - $33.98. * Based in New York, New Jersey, Washington State, or the San Francisco Bay area, California: $28.62/hr - $35.77/hr. * This role may be eligible to participate in Twilio’s equity 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. * This role is eligible to earn commissions.  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 will be accepted on an ongoing basis. 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.

WHO WE ARE Polar is the complete data platform for omnichannel commerce. We connect every data source a brand runs on - Shopify, Amazon, NetSuite, Meta, Google, Klaviyo - into a single Snowflake warehouse, layer a commerce semantic layer on top, then add AI so operators can ask questions, get answers, and automate workflows without writing SQL. Our founders came from Turo and Airbnb in Silicon Valley. They built data platforms at scale and wanted to bring that level of sophistication to fast-growing commerce brands. We support 4,000+ merchants, and zero direct competition with a better solution. We serve brands like Quadlock, gorjana, Joseph Joseph, and ARMRA Colostrum. We shipped MCP integrations with Claude and ChatGPT, AI automations, and an AI Data Engineer that builds connectors on demand. Our positioning: the data layer to build agent workflows for commerce. Customers tell us things like "this is a dream come true - it feels like the first time they showed me Shopify". HOW WE OPERATE We publish our operating principles internally and we mean every word. Here are the ones that matter most if you're thinking about joining: Customer Obsession. Every decision starts with: does this make our users' lives better? If the answer isn't clear, go talk to a customer before you build anything. Own the Number. Every metric has an owner. If it's yours, know it cold - the trend, the why, the plan. Don't wait for someone to ask. If it's off track, you should be the first to say so. Raise the Pace. Always ask: what would it take to do this in half the time? Speed is our edge. We try 100 things while the competitor tries one. Don't Fail Silently. If it's broken, say it. If you're stuck, raise your hand. Hiding problems is the one thing that will actually get you in trouble. Here to Win, Not to Be Right. Quiet ego, loud standards. Don't fight to be right - fight to win together. Be ruthless on quality, never rude about it. Optimize for Polar, Not Your Function. "Not my scope" doesn't exist here. If it makes us win, it's your scope. We're a remote-first team that runs daily standups, ships weekly, and holds ourselves to a standard most companies talk about but don't enforce. We're transitioning from founder-led intensity to systematic company intensity - which means we need people who can maintain the pace autonomously, not just when someone's watching. WHY THIS ROLE EXISTS Partnerships are our highest-performing channel. One partnership manager has generated $1.1M in revenue since July 2025, with a Q1 run rate approaching $2M annually. Partner-referred deals close at 52% vs 37% for direct sales. Partnerships now account for 36% of total company revenue. The opportunity is massive and barely tapped. The Shopify ecosystem alone has 80 Platinum partners globally (each managing 50-150 brands), 950 Premier/Plus partners (each managing ~20 clients), and a total addressable market north of $100M just from the platinum tier. We've proven the model works - now we need to scale it. This is part founder-energy relationship building, part systems thinking at scale. WHAT YOU'LL OWN * Partner enablement and training - getting agency teams to understand Polar's value prop, demo the product themselves, and refer qualified brands. You'll create the "Polar operating system" for partners * Full-funnel partner pipeline from identification through activation to revenue. 43% of current partners have referred at least one deal - your job is to push that number significantly higher * Partner economics and deal structure. You'll work with a 20% discount model (commission or client discount), master agency accounts, and bi-directional lead sharing. You need to make the math work for both sides * AI and MCP as a partnership differentiator. Our MCP integrations are a major draw for technical agencies - you need to demo this confidently and help partners position it to their clients * In-person relationship building at Shopify events, industry conferences, and agency visits. This role requires travel and face time - partnerships close on trust * Tech-enabled scale - building automated workflows, partner nurture sequences, and systems that let you manage 100+ partner relationships without everything being manual WHO YOU ARE We don't have a rigid checklist of requirements. We're looking for a specific kind of person: * You've spent 3-4 years in partnerships, channel sales, or business development at a SaaS company. This is not your first job - you've built partner programs before and know what breaks at scale * You're tech-savvy and systems-oriented. You think about automation first and manual effort second. You've used or built partner tooling, CRM workflows, or enablement programs * You know the Shopify ecosystem, ecommerce agency world, or DTC brand landscape. You understand how agencies make money and why they'd want to recommend a data platform * You can handle the full funnel independently - from cold outreach to partner activation to ongoing relationship management. You don't need someone to set up your meetings * You're comfortable demoing product and talking data with technical agency teams. AI, MCP, attribution models - you can explain the value without a sales engineer * You're energized by in-person relationship building. Events, dinners, agency visits - you see these as opportunities, not obligations * You communicate clearly and close loops fast. No messages go unanswered, no commitments slip without an update WHAT SEPARATES A-PLAYERS You think about partnerships as a system. You build the enablement materials, the automated nurture, and the feedback loops that let you scale from 20 partners to 200 without burning out. You understand that partner close rates are higher because the trust is pre-built - and you invest in that trust systematically. You're as comfortable building a Slack workflow as you are buying dinner for an agency founder. WHAT OUR CUSTOMERS SEE These are the results partners help their clients achieve with Polar: * Thiege consolidated 9 different tools into Polar and saved $300K per year vs building their own data stack * CABA improved their ROAS by 65% using our attribution model and incrementality testing to reallocate spend * Modular Closet grew Klaviyo flow revenue by 50% with our CDP and identity resolution layer * Quadlock started with us below $10M - we helped them scale to 9 figures and a $350M acquisition HOW WE HIRE We believe the best people want to go through a demanding process. We've learned the hard way that great interviewers aren't always great operators - so our process is designed to see how you think, not how you present. 1. Motivation screen - A quick call to understand what drives you and whether there's mutual fit 2. Live case study - A real scenario where you work through a problem in real time. No prep decks, no take-homes. We want to see how you actually operate 3. Leadership conversations - Meet the team, understand the culture, make sure this is somewhere you want to build Our hiring bar: if this person started a company, would we want to join them?