runway-ml - Director/ VP GTM Strategy & Operations
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Requirements
• 8+ years in RevOps, GTM Strategy, Sales Strategy, or related roles at high-growth B2B SaaS/ AI companies • Experience building and scaling GTM infrastructure in the $100M–$500M ARR stage • Strong ownership of forecasting, territory design, quota planning, and pipeline analytics • Systems-oriented operator with strong analytical and problem-solving skills • Ability to influence executives and drive alignment across Sales, Marketing, and Finance • Hands-on experience with modern GTM tools (Salesforce, Gong, Clay, Slack , Claude, etc.) • Experience supporting enterprise sales motions and complex deals • Builder mindset with comfort operating in fast-paced, ambiguous environments • Experience with GTM automation, AI tooling, or outbound systems is a plus • 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.
Responsibilities
• Your mandate spans four domains. Each is a build, not a handoff. • REVENUE OPERATIONS ARCHITECTURE • Own the evolution of RevOps from a Finance sub-function into the CRO's operating system: reporting, structure, and mandate • Design and maintain territory architecture across all AE segments, rebalanced annually with clear RevOps-owned routing logic in Salesforce • Build and own the quota modeling process: capacity planning, attainment tracking, and scenario analysis for headcount decisions • Establish and run the forecasting methodology: MEDDICC-based commit/best-case structure, +/-5% accuracy target, weekly CRO cadence • Own the deal desk: pricing guardrails, discount authority levels, and custom quote governance • Govern the GTM tech stack (Salesforce, Gong, Clay, Slack, Claude, etc.) and evaluate new additions • GTM ENGINEERING & SIGNAL INTELLIGENCE • Build the PLG-to-Enterprise signal layer: product usage data into intent scoring into BDR/AE routing queue • Architect and deploy GTM AI agents (Signal Agent, Research Agent, Sequence Agent, Forecast Agent) • Own the ICP scoring model and its continuous refinement as deal data compounds • Manage the outbound data infrastructure (Clay enrichment, sequencing, intent) and optimize BDR productivity at the systems level • ENABLEMENT PROGRAM DESIGN • Design the 30-day onboarding and ramp certification program for all AEs, Forward Deployed Creatives, Deployment, and Support hires • Build the living sales playbook: MEDDICC qualification framework, customer plays, competitive battlecards, and objection library, all specific to Runway • Own the sales content architecture: what exists, how it is organized, and how it gets updated as product and ICP evolve • Partner with Marketing & Product to translate demand gen activity into seller-ready assets and sequences • GTM PROGRAM MANAGEMENT • Drive the annual GTM planning cycle: headcount modeling, OKR setting, territory design, quota assignment, and comp plan rollout • Build and maintain the CRO executive dashboard: pipeline coverage, conversion rates, ramp velocity, NRR, and forecast accuracy • Manage the partnership program infrastructure: tier frameworks, partner portal, onboarding, and co-sell tracking • Prepare the CRO for board meetings, QBRs, and executive reviews: narrative, data, and slide-ready output • Project-manage cross-functional GTM initiatives (pricing changes, new product launches, new segment entry) with Sales, Product, and Finance
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