Principal Pricing and Monetization 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.
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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.
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See yourself at Twilio

Join the team as Twilio’s next Principal Pricing and Monetization Manager

About the job

This position is needed to lead and scale Twilio’s platform-wide pricing and monetization strategies.

This is a high-impact, strategic leadership role critical to driving Twilio's pricing strategy and operationalizing key pricing processes. Your work will directly contribute to accelerating Twilio's business growth while simplifying the purchasing experience for our customers. Reporting to the Director of Monetization & Pricing Strategy, you will act as a primary strategic leader shaping complex pricing and packaging strategies for Twilio’s expanding product portfolio.

Responsibilities

In this role, you’ll:

• Architect and shape strategy: Develop advanced pricing and packaging strategies that generate incremental revenue and margin for Twilio, incorporating considerations like product strategy, GTM strategy, competitive differentiation, and deep financial analysis.
• Partner with Product leadership: Work closely with Product teams and senior leaders to align product strategy and roadmaps with monetization frameworks, providing critical insights into competitor pricing and packaging to inform requirements.
• Analyze data: Dive into complex datasets across sales, customer behavior, product usage, competitive benchmarks, and financial data to inform pricing strategies.
• Champion cross-functional collaboration: Act as a strategic bridge and internal champion across GTM Strategy, Product, Sales, Marketing, and Finance to ensure organizational alignment and flawless execution of new pricing initiatives.
• Lead complex projects: Own the end-to-end delivery of highly complex, multi-stakeholder monetization projects that generate clear, measurable business impact at the enterprise level.

Qualifications

Twilio values diverse experiences from all kinds of industries, and we encourage everyone who meets the required qualifications to 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 strategy, including at least 5 years of direct ownership over pricing and monetization strategies in telecom, SaaS, PaaS, or adjacent industries.
• Financial Modeling & Analytics: Hands-on mastery of developing complex pricing models and evaluating monetization frameworks to generate insights and drive strategic alignment.
• Cross-Functional Project Management: A proven track record of leading and delivering complex, multi-stakeholder projects that generate clear, measurable business impact.
• Executive Communication & Influence: Exceptional oral and written communication skills, with a demonstrated ability to translate complex pricing concepts into compelling narratives that influence peers and senior leadership.
• Education: Bachelor’s degree in a quantitative or business-related field, or equivalent experience.

Desired:

• Industry Expertise: Past experience in a B2B environment
• Platform-Level Pricing Strategy: Direct experience designing and scaling multi-product, platform-level pricing strategies
• Pricing Methodologies: Deep understanding of advanced pricing survey techniques (e.g., conjoint analysis, Van Westendorp).
• Advanced Education: Consulting experience, MBA, or an advanced degree in a quantitative discipline.

Location

This role will be remote, but is not eligible to be hired in CA, CT, NJ, NY, PA, WA.

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…