Principal Presales Engineer - Telecom & APIs

At Twilio, we’re shaping the future of communications as a remote-first organization. We deliver innovative solutions to hundreds of thousands of businesses and empower millions of developers worldwide to craft personalized customer experiences.

As Principal Presales Engineer on Twilio’s Independent Software Vendor (ISV) team, you will own the Technical Win and ensure optimal product fit for our highest-impact ISV customer accounts. Operating with high autonomy, you will lead complex technical discovery, design enterprise application architectures, sketch API flows with software engineers, and deliver compelling product demonstrations to executive teams. You will serve as a bridge between account executive strategy and customer developer teams—guiding clients on how to leverage Twilio’s programmable APIs across Telecom, SIP, Contact Center, and security workflows while mentoring junior Solutions Engineers.

Key Responsibilities

• Technical Win Ownership: Lead the technical pre-sales cycle alongside Account Executives for ISV accounts, taking ownership of opportunity qualification, technical discovery, proof-of-concept (PoC) delivery, and RFP responses.
• Architectural Design & Discovery: Whiteboard and construct scalable API architecture diagrams, guiding customer technical leads and software engineers on integrating Twilio's communications platforms.
• Interactive Demonstrations: Build and present highly engaging, interactive product demonstrations that showcase the full capability of Twilio’s Communications APIs to technical and non-technical stakeholders.
• Trusted Advisory Leadership: Establish technical credibility with executives (CTO/CEO) down to hands-on software engineers, addressing technical objections and proposing creative, resilient solutions.
• SE Community Mentorship & Assets: Participate in architectural decisions within the Solutions Engineering pod, mentor junior team members, and create reusable demonstration assets, code samples, and technical playbooks.
• Cross-Functional Collaboration: Serve as the technical voice of the field to internal product management, engineering, and support teams to inform Twilio’s core platform roadmap.

Requirements

Technical Pre-Sales & Telecommunications Depth

• 8+ years of dedicated pre-sales experience selling complex, technical developer products OR 10+ years of professional experience supporting/delivering technical software products combined with customer-facing consulting roles.
• Domain Specialization: Hands-on professional background in at least one of the following domains: Telecom, SIP, Contact Center platforms, or Enterprise Security.
• Software & API Literacy: Direct software development experience or strong practical coding knowledge in modern web programming languages and RESTful API integrations.
• Sales Methodology Proficiency: Demonstrated experience working with structured enterprise sales methodologies (e.g., MEDDPICC, Command of the Message).
• Communication & Storytelling: Exceptional presentation skills with a demonstrated ability to simplify complex technical topics into compelling narratives for executive and engineering audiences.
• Education: Bachelor’s or Master’s degree in a technical discipline (Computer Science, Engineering, Mathematics) or equivalent practical experience.

Preferred Qualifications

• Familiarity with public cloud platforms (AWS, GCP, Microsoft Azure) and cloud application architectures.
• Experience building multi-tenant SaaS integration patterns for enterprise ISV business models.

Total Rewards & Benefits

• Compensation & Equity: Competitive base salary ranges + sales commission eligibility + Twilio stock equity plan participation.
• Healthcare & Family Care: Comprehensive health insurance coverage, ample parental leave, and dedicated wellness time off.
• Financial & Retirement: 401(k) retirement savings account with company contributions.
• Time Off & Work Culture: Generous personal time off, paid sick leave, remote-first work environment, and community volunteering support.