runway-ml - VP/Director, Enterprise Revenue
Requirements
• 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, you can demo Runway credibly to a CMO or CTO, and you have a defensible point of view on where generative media is going • 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 • STRONG CANDIDATES MAY ALSO HAVE • 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
Responsibilities
• Build and lead an Enterprise segment of 3-4 frontline sales managers; each with 3-5 revenue pods beneath them with operating Enterprise Account Executives and Engagement Managers in each pod. At scale, this role leads 25 - 40 GTM teammates • 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. The more we invest in our customer’s adoption, the more everyone wins.
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. 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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