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

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:

• 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.
• 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.
• 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.
• 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.
• 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: 

• 8+ years of relevant experience in pricing, monetization, Deal Desk, or RevOps within B2B IaaS/PaaS/CPaaS or enterprise sales environments.
• 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.
• Proven experience supporting strategic, large-deal sales motions, including structuring renewals, managing margin performance, or designing discount concession frameworks.
• 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.
• Excellent communication and execution skills, with experience partnering with and influencing cross-functional peers, Deal Desk, and sales leadership teams.
• Bachelor’s degree in a quantitative or business-related field, or equivalent practical experience.

Desired:

• Deep understanding of consumption-based, usage-driven business models specifically within a B2B developer-focused or CPaaS landscape.
• Direct experience designing and executing structured enterprise margin-recovery programs or platform-level account pricing strategies.
• 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.

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, Illinois, Maryland, Massachusetts, Minnesota, Vermont or Washington D.C. : $141,520.00 - $176,900.00
• Based in New York, New Jersey, Washington State, or California (outside of the San Francisco Bay area): $149,840.00 - $187,300.00 
• Based in the San Francisco Bay area, California: $166,400.00 - $208,000.00
• 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 Oct 1st, but may change based on business needs.