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

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.

• 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.

• 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.

Nice to have

• 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.
• MBA or an advanced degree in business, finance, or a highly quantitative discipline.

• 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.