Principal Presales Product Specialist

Overview

Principal Presales Product Specialist for Trust, Identity & Compliance. Architects and validates Twilio's most complex, multi-product solutions and serves as the regional technical authority for the specialty, working with Solutions Engineers and Account Executives while bridging GTM and R&D.

What you'll do

• Architect and validate end-to-end, multi-product solutions that fit into customer ecosystems, often across multiple teams, regions, and lines of business.
• Lead technical discovery, solution mapping, and validation strategy (workshops, demos, POCs) to remove architectural risk and secure stakeholder alignment.
• Scope and validate architectures with emphasis on the specialty areas listed in the job posting.
• Build and deliver exec and architect-ready presentations that communicate tradeoffs, implementation path, and long-term platform vision.
• Document customer patterns, technical shifts, and competitive signals, and synthesize them into actionable product feedback.
• Drive influence via Product & R&D interlock, GTM product escalations, and PDLC feedback mechanisms.
• Act as a visible thought leader, internal and external, on trust, identity, security, fraud, and compliance trends, shaping Twilio's point of view and technical narrative.

What you'll need

• Demonstrated ability to lead and win complex, multi-stakeholder solutions cycles (discovery, architecture, validation, proposal support).
• 7+ years progressive presales experience (solutions engineering, sales engineering, or specialist overlay), including complex solution architecture.
• 4+ years depth in at least one trust-related domain (identity verification, authentication, security, fraud/abuse, compliance), including the areas listed in the job posting.
• Strong executive communication skills: ability to influence C-level and senior technical audiences with crisp architecture narratives and tradeoffs.
• Proven ability to build durable cross-functional partnerships (Sales, SE leadership, Product, Engineering, Marketing) and drive outcomes through influence.
• Experience capturing and communicating customer requirements and trends to influence product strategy and roadmap.

Nice to have

• Experience operating as a regional technical authority (standard-setting, coaching, asset creation) rather than only deal-by-deal support.
• Track record building repeatable architectures or plays that scale across teams.
• Experience partnering deeply with Product and PMM on positioning, roadmap feedback, and launch readiness.
• Familiarity with adjacent trust capabilities such as encryption and key management concepts, audit logging, incident response, A2P/10DLC considerations, and data residency architectures.
• Experience across multiple product areas within a platform or API company; comfort stitching together messaging, voice, contact center, and data capabilities into unified solutions.

Details

• Remote role based in the US.
• Approximately 25% travel anticipated.
• Occasional in-person attendance may be requested for team gatherings, functional off-sites, or customer meetings.
• Open to candidates outside California, Colorado, Hawaii, Illinois, Maryland, Massachusetts, Minnesota, New Jersey, New York, Vermont, Washington D.C., and Washington State; pay ranges are provided for candidates hired in those locations.
• Commission-eligible role; may be eligible for Twilio's equity plan.