Principal Price Realization Strategy Manager - Enterprise & Account-Led Pricing

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.

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.

• See yourself at Twilio
• Join the team as Twilio’s next
• Principal Price Realization Strategy Manager -
• Enterprise & Account-Led Pricing

About the job

This is a high-impact role, critical to driving Twilio's pricing strategy and developing key pricing strategic decisions. Your work will directly contribute to accelerating Twilio's business growth while simplifying the purchasing experience for our customers.

As the Principal Price Realization Strategy Manager -

Enterprise & Account-Led Pricing

, you will drive the pricing strategy, analytics, and operational execution for our enterprise and account-led monetization initiatives. Reporting directly to the Director of Price Realization Strategy, you will serve as a strategic leader responsible for shaping strategic pricing and discounting frameworks, build and design executive-facing dashboards, and optimizing revenue performance across our entire product portfolio.

Responsibilities

In this role, you’ll:

Shape & Drive Pricing Strategy:

Architect and execute price optimization models that accelerate business performance. You will blend price elasticity, competitive differentiation, and deep financial analysis into actionable monetization frameworks.

Lead Enterprise & Account-Led Pricing:

Partner directly with Deal Desk, Enterprise Sales, and Finance teams to architect monetization levers that protect gross margins and maximize revenue realization. You will drive renewal strategies, design strategic concession frameworks, and optimize enterprise account-level profitability.

Analytics Design:

Own the design, optimization, and scaling of advanced pricing analytics dashboards (Tableau/Looker) and operational workflows. Turn complex data infrastructure into strategic tools that enhance efficiency and maximize profitability.

Deliver Deep-Dive Data Insights:

Query and analyze complex datasets across sales, customer behavior, product usage, and financials to uncover hidden revenue opportunities, pressure-test hypotheses, and scale high-impact strategies.

Collaborate Cross-Functionally:

Act as a critical bridge and internal champion across Deal Desk, Enterprise Sales, Finance, and Customer Comms to ensure organizational alignment and flawless execution of new pricing initiatives.

Qualifications

• Not all applicants will have skills that match a job description exactly. Twilio values diverse experiences in other industries, and we encourage everyone who meets the required qualifications to apply. While having “desired” qualifications make for a strong candidate, we encourage applicants with alternative experiences to also 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, monetization, Deal Desk, or RevOps within B2B IaaS/PaaS/CPaaS or enterprise sales environments.

Data Visualization & Analytics:

4+ years of hands-on experience building production-level analytics dashboards using

Tableau

(or Looker) to turn complex data into actionable views; strong

SQL skills are required.

Enterprise Pricing Operations:

Proven experience supporting strategic, large-deal sales motions, including structuring renewals, managing margin performance, or designing discount concession frameworks.

Deal Economics:

Strong financial modeling and analytical skills, with a demonstrated ability to evaluate account-level unit economics and recommend data-driven pricing actions to protect margins.

Stakeholder Management:

Excellent communication and execution skills, with experience partnering with and influencing cross-functional peers, Deal Desk, and sales leadership teams.

Education:

Bachelor’s degree in a quantitative or business-related field, or equivalent practical experience.

Desired:

Industry & Model Expertise:

Deep understanding of consumption-based, usage-driven business models specifically within a B2B developer-focused or CPaaS landscape.

Margin Recovery Programs:

Direct experience designing and executing structured enterprise margin-recovery programs or platform-level account pricing strategies.

Advanced Analytics:

Proficiency in Python, R, or advanced statistical tools to drive deeper quantitative pricing modeling and forecasting.Education: MBA or an advanced degree in business, finance, or a highly 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.