Twilio

Salesforce team structure
Rev ops team structure
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Company Overview
A textbook structure for scaling a global, 45+ person Salesforce team.
Industry
SaaS
Total Headcount
6,000+ employees
Sales Headcount
1,100+ Reps
Support Headcount
110+ Reps
Total Funding
$9.2B Market Cap
Funding Rounds
Last Funding Date
IPO on June 23, 2016
Last Funding Amount

Salesforce Team Size

46+ people
Tech stack

Salesforce Products

No items found.

Third Party Tools

No Tech Stack Identified
Salesforce team

Select Business Systems Leaders:

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Full Business Systems Team:

Subscribe to our Newsletter for breakdowns and insights on the entire Salesforce team at hundreds of orgs.
Delivered bi-weekly.
No Team Found.

Leadership

Product Owners

Rest of Team

Twilio’s mission is to unlock the imagination of builders.

We are the customer layer for the internet, powering the most engaging interactions companies build for their customers. We provide simple tools that solve hard problems, delivered as a developer-first cloud platform with global reach and no shenanigans pricing.

Global Salesforce Team Snapshot

  • 4 on Business Systems Leadership
  • 8 Salesforce Administrators
  • 11 Salesforce Engineers
  • 2 Salesforce QAs
  • 10 Salesforce Business Analysts
  • 6 Product Owners
  • 4 Salesforce Architects

†43% of Salesforce team based in India

revenue operations team

Full Rev Ops Team:

Subscribe to our Newsletter for breakdowns and insights on the entire Salesforce team at hundreds of orgs.
Delivered bi-weekly.

Select Revenue Operations Leaders:

No Team Found.
No Team Found.
team analysis
💡 FoundHQ Insights:
Our biggest takeaways after analyzing the structure and full team composition.

The amount of distinct responsibilities that fall to Revenue Operations is growing by the day.

But these teams are so often under resourced due to a lack of understanding about the function as a whole.

While Twilio is operating at the scale of $4B per year in revenue, companies of all sizes can learn from this type of Enterprise organizational structure. They provide a roadmap of where you're headed and help identify the gaps that need to be filled.

End Goal for Rev Ops teams:

  • Surface Qualitative and Quantitative insights
  • Identify key metrics worth impacting
  • Build an action plan on how to drive change
  • Implement programs at the process and systems level
  • Enable teams to succeed in the new structure

The challenge is that insights come in MANY forms - and determining how to action them requires unique expertise depending on the source.

The last thing you want is a Rev Ops team that waits for revenue leakage to show itself before they solve for it. You want to proactive surface insights that point to opportunities or future problems and get out in front of solving them.

At Twilio, this is solved by an 80+ person, high-powered Rev Ops team with a distinct structure and spectrum of capabilities.

Core Competencies on Twilio's Rev Ops Team:

  1. GTM Strategy & Alignment
  2. Sales Strategy & Insights
  3. Revenue Analytics
  4. Sales Compensation & Incentives
  5. Support Operations
  6. Partner & Channel Operations
  7. Sales Enablement
  8. Deal Desk

Below, we highlight the complete structure of Twilio's Revenue Operations organization, which includes:

👉 (9) Leaders
👉 (14) Directors
👉 (25) Managers
👉 (25) Individual Contributors


It requires a deeper look than simply numbers at-a-glance, which may appear bloated. But not all Manager and Director level roles are created equal - in some instance, they lean heavily toward people management, while others are highly strategic / tactical functions with a light supporting layer beneath.

GTM Systems at Twilio

But we all know it doesn't stop there. You can't realistically power an 80 person Rev Ops team without equipping the Go-to-Market organization with the right Systems.

The GTM Systems team at Twilio is equally well resourced - a 46-person, global Salesforce team manages all Sales Systems infrastructure with an established Offshore Development model.

Structuring Offshore Salesforce Development at Twilio

Twilio has a 46+ person Global Salesforce Team and 43% are offshore - check out how they structure it.

Read More
open positions
No items found.
Twilio
Industry

SaaS

Total headcount

6,000+ employees

Sales Headcount

1,100+ Reps

Support headcount

110+ Reps

Salesforce Team

46+ people

Company Overview

Twilio’s mission is to unlock the imagination of builders.

We are the customer layer for the internet, powering the most engaging interactions companies build for their customers. We provide simple tools that solve hard problems, delivered as a developer-first cloud platform with global reach and no shenanigans pricing.

Global Salesforce Team Snapshot

  • 4 on Business Systems Leadership
  • 8 Salesforce Administrators
  • 11 Salesforce Engineers
  • 2 Salesforce QAs
  • 10 Salesforce Business Analysts
  • 6 Product Owners
  • 4 Salesforce Architects

†43% of Salesforce team based in India

Open Roles

No items found.
Total funding

$9.2B Market Cap

# Funding Rounds

Last funding amount

Last funding date

IPO on June 23, 2016

Additional Insights
Salesforce Products
No items found.
3rd Party Tools
No items found.

Structuring Offshore Salesforce Development at Twilio

Twilio has a 46+ person Global Salesforce Team and 43% are offshore - check out how they structure it.

Read More
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Business Systems Leadership
Salesforce Administrators
Salesforce Developers
Salesforce Architects
Business Analysts / Product Managers
Revenue Operations Team