Case Study: Twilio Builds a High-Performing SDR Culture with Pathlight

Building a Winning Culture with a Data-Driven Approach

Twilio, a fast-growing global SaaS company, needed a better way to help its SDR organization scale while keeping teams motivated, productive, and aligned on clear goals. As the company expanded its worldwide sales development team, leaders looked for a more data-driven approach to management, coaching, and culture.

Pathlight helped Twilio focus on productivity metrics instead of simple activity counts, giving managers better visibility into funnel progression and rep performance. With Pathlight supporting rep-led 1:1s, coaching, onboarding, and performance tracking, Twilio reported stronger ramping for new hires, improved communication, and greater confidence that reps were succeeding and prepared for future roles.

Twilio

Patrick Buckley

Global Director