[Hiring] VP/Director, Enterprise Revenue @Runway

Role Description

Open to hiring remote across North America - NYC, San Francisco, or Denver preferred.

Runway is scaling its Enterprise revenue organization with leaders who know how to build and scale high-performance teams. This role is designed for the leader who wants to accelerate their CRO career trajectory.

• Build and lead an Enterprise segment of 3-4 frontline sales managers; each with 3-5 revenue pods beneath them.
• Own the segment's new ACV and NRR targets - both numbers, one owner, reviewed weekly with the CRO.
• Engage personally with C-level executives on accounts, building business cases and navigating procurement, security review, legal through to production deployment.
• Run the operating rhythm: forecasting to +/-5%, deal inspection, pipeline generation discipline, and account planning across a long-cycle book.
• Ensure that each of your leaders engages their revenue pods (AE + Engagement manager) to drive license consumption and value output.

Qualifications

• 12+ years of enterprise software sales with 5+ years leading enterprise sales organizations with experience as a second-line leader.
• A validated record of building - you have grown an enterprise segment past 25 sellers and beaten the number while doing it.
• Personal history of closing and sponsoring $250k-$1M+ ACV deals with $1B+ revenue companies.
• Experience running consumption or usage-based revenue models, where expansion is earned through customer value.
• Fluency with modern AI - you use these tools daily, operate your team with them to drive productivity.
• Deep understanding of MEDDPICC and Command of the Message to reinforce value-orientation and deal progression with your teams.
• A record of exceeding quota year-over-year.

Requirements

• Experience selling API and AI infrastructure solutions to CTO / CIOs.
• Sold creative, media, or content technology to Fortune 500 marketing and studio organizations.
• Built vertical pod or team structures with shared new ACV + NRR%/Renewal ownership.
• Scaled a GTM org through the $100M to $500M+ revenue stage.

Benefits

• OTE $400K - 475K (60/40 base to variable), uncapped. Offers equity.
• Runway strives to recruit and retain exceptional talent from diverse backgrounds while ensuring pay equity for our team.
• Salary ranges are based on competitive market rates for our size, stage, and industry.
• Factors for salary determinations include relevant experience, skill level, and qualifications assessed during the interview process.
• The provided range is the expected salary for candidates in the U.S.; changes may occur for candidates outside of those regions.

Company Description

We are building AI to simulate the world through merging art and science. Our team consists of creative, open-minded, caring, and ambitious people who are determined to change the world.

• Universal World Simulator
• GWM-1
• Gen-4.5
• General World Models
• Robotics SDK
• Conversational Real-time Agents
• Runway Studios