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Salary: USD 96,640 - 142,000 / annual
Twilio is seeking a Carrier Deal Desk Manager to join the Commercial Finance team supporting carrier supplier negotiations and wholesale trading transactions across AMER. In this role, you will lead the financial assessment of complex carrier agreements, shape commercially sound deal structures, and deliver clear recommendations to executive decision-makers. While Carrier Relations leads direct supplier negotiations, you will serve as their strategic Finance partner—owning deal economics, mitigating financial risk, and ensuring approval quality.
Key Responsibilities:
- Lead financial diligence for complex, high-value carrier agreements and wholesale transactions across AMER, including those with nonstandard commercial structures. Evaluate pricing, margin, regulatory pass-through fees, commitments, payment terms, cash flow impacts, and other sources of financial exposure.
- Build and review deal models and scenarios showing how proposed terms perform under changes in volume, traffic mix, rates, and other key assumptions. Recommend structures and negotiation guardrails based on analysis.
- Partner with Carrier Relations, Routing Operations, and other stakeholders to drive resolution of financial deal decisions, document trade-offs, and move deals through appropriate approval paths. Escalate material exceptions to executive committees with clear recommendations.
- Establish and maintain financial guardrails, approval standards, and consistent deal analysis practices across regions. Partner with systems and business teams to translate requirements into CRM, CLM, or other enterprise workflow controls.
- Track key commitments and deal assumptions post-signature, identify emerging exposure, and use actual performance to improve future deal decisions and guardrails.
- Identify recurring deal themes, risks, and opportunities, and translate them into practical improvements to policy, process, and commercial strategy.
- Coach senior analysts on modeling, financial judgment, and executive recommendations. Partner with the Finance Director to build and refine how the Carrier Deal Desk operates.
The role is remote but not eligible for hire in CA, CT, NJ, NY, PA, or WA. Occasional travel may be required for team meetings and customer engagement.
Requirements:
- 8+ years in commercial finance, strategic finance, procurement finance, pricing, Deal Desk, or related analytical roles involving complex commercial agreements.
- Strong financial modeling skills and judgment to independently evaluate supplier economics, test assumptions, assess risk, and recommend a course of action.
- Demonstrated experience leading financial strategy for high-stakes vendor negotiations, including structuring pricing, volume commitments, cash flow terms, and mitigating nonstandard commercial risks.
- Ability to influence senior stakeholders across Finance and commercial teams, communicate financial trade-offs clearly, and move ambiguous decisions toward resolution.
- Experience establishing analytical standards, financial guardrails, or approval processes and coaching other analysts as a senior individual contributor.
- Strong working knowledge of Salesforce or similar workflow systems and enterprise financial systems; Oracle experience is a plus.
Desired Qualifications:
- Experience with telecommunications carriers, CPaaS, wholesale messaging or voice, or carrier relations, including familiarity with carrier pricing, routing economics, supplier agreements, and volume-based commercial structures.
- Spanish or Portuguese language skills.
About Twilio
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