runway-ml - VP/Director, Growth & Emerging Revenue
Requirements
• 10+ years in SaaS sales with 4+ years leading enterprise, mid-market or velocity sales teams, including owning a BD or SDR function • You have personally built a greenfield high-velocity motion - coverage model, cadence design, comp mechanics - not just operated one • A record of growing ASP: you have moved a segment from small transactional deals to $50k-$100k standard deals and can explain exactly how • Experience with consumption-based or PLG revenue, where product usage is the pipeline signal that matters most • Daily working fluency with AI tools for prospecting and research (Clay, Gong, Claude, or equivalents), and the conviction to make your team match it • A quota history you are proud to walk through, as an IC and as a leader • STRONG CANDIDATES MAY ALSO HAVE • Built or scaled an inside-sales closing lane for high-volume small deals • Sold to creative, marketing, or media buyers • Experience designing SDR-to-AE promotion paths that actually promote people
Responsibilities
• Build and run the Growth segment: 6-8+ pods at scale (one to two AEs and one Engagement Manager per pod), plus the BD org leader and team that feeds every segment. With scale, this team adds additional leadership and dedicated in-bound sales teams. • Own new ACV and NRR for Growth, plus company-wide sourced-pipeline targets through your BD team - reviewed weekly with the CRO • Design the demand funnel: inbound routing and qualification, outbound plays, deal-size floors that push reps upmarket, and a sub-$15k inside-sales lane so small deals get won without burning AE capacity • Hire and develop a Growth Revenue Manager bench - your managers should be your next segment leaders. Coach-up and up-level all talent within the org to be top talent that promotes through to enterprise selling teams. • Instrument everything: conversion by stage, ASP progression, speed to first meeting - and rebuild plays monthly off the data
Benefits
• OTE $375K - 450K (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. Our salary ranges are based on competitive market rates for our size, stage and industry, and salary is just one part of the overall compensation package we provide. • There are many factors that go into salary determinations, including relevant experience, skill level and qualifications assessed during the interview process, and maintaining internal equity with peers on the team. The range shared below is a general expectation for the function as posted, but we are also open to considering candidates who may be more or less experienced than outlined in the job description. In this case, we will communicate any updates in the expected salary range. • Lastly, the provided range is the expected salary for candidates in the U.S. Outside of those regions, there may be a change in the range, which again, will be communicated to candidates. • WORKING AT RUNWAY • Great things come from great teams. https://www.youtube.com/watch?v=kwmj4ato2kw&ab_channel=Runway We’d love to hear from you. • We’re committed to creating a space where our employees can bring their full selves to work and have equal opportunity to succeed. So regardless of race, gender identity or expression, sexual orientation, religion, origin, ability, age, veteran status, if joining this mission speaks to you, we encourage you to apply.
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