Twilio

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.

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GLOBAL SALESFORCE TEAM SNAPSHOT

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 * 4 on Business Systems Leadership

 * 8 Salesforce Administrators

 * 11 Salesforce Engineers

 * 2 Salesforce QAs

 * 10 Salesforce Business Analysts

 * 6 Product Owners

 * 4 Salesforce Architects

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†43% of Salesforce team based in India

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.

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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.

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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
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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.

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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
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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.
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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.