Deal Desk Manager

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 our next Deal Desk Manager About the Job Twilio is looking for a curious, action-oriented, strong financial analyst for the Deal Desk Team who lives the Twilio Magic to support our North American Go-to-Market motion. This is an exciting role for an individual to gain and expand a broad spectrum of cross-functional interactions and contribute to non-standard commercial agreements by providing rigorous financial governance and structuring. This role partners closely with Finance leadership, Sales, Legal, and Operations to evaluate, structure, and execute deals in a way that is a “win-win” for both customers and Twilio while optimizing corporate margin goals. The ideal candidate is passionate, dedicated, and able to build complex financial models and analyze pricing structures, while providing data-driven, financially sound, and clearly communicated explanations and solutions. Responsibilities: Analyze deal economics for standard and non-standard agreements, evaluating critical variables including pricing, discounting, term length, usage commitments, and gross margin impact. Partner with Sales to structure commercially sound deals by analyzing tradeoffs across price, volume, and risk, ensuring all structures align with Twilio’s financial guardrails. Build, maintain, and review financial models and pricing scenarios to support non-standard deal requests and senior leadership approval decisions. Own the end-to-end Deal Desk operational workflow in Salesforce/CPQ (from quote building and pricing approvals to Order Form creation, DocuSign execution, and opportunity closure), ensuring 100% data integrity and policy compliance. Establish trusted working relationships across Commercial Legal, Billing Operations, Corporate Finance, and Sales to streamline deal velocity—particularly during high-volume month- and quarter-end peaks. Act as a guardrail and educator for Sales and GTM teams, ensuring adherence to internal contracting policies, approval matrices, and discount governance. Collaborate with Sales and Legal to review and structure non-standard contract language within Order Forms, ensuring alignment with corporate risk and revenue recognition policies. Surface recurring deal patterns, approval exceptions, and operational friction points to contribute to the continuous improvement of Deal Desk workflows and system efficiencies. 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: A Bachelor’s or Associate’s Degree plus a minimum of 5…