VP/Director, Enterprise Revenue

🔥 2 minutes ago

🏄 California, Colorado, +1 more states – Remote

🏄 California – Remote ⛰️ Colorado – Remote 🗽 New York – Remote

💵 $400k - $475k / year

⏰ Full Time

🔴 Lead

👔 Director

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Runway

WebsiteLinkedInAll Job Openings

51 - 200 employees

Founded 2018

🤖 Artificial Intelligence

☁️ SaaS

📱 Media

Artificial Intelligence • SaaS • Media

Runway is a company building foundational "Real-World Intelligence" — large models and systems that can understand, simulate and act in the visual world. It offers three main product platforms built on these models: Runway Creative, an all‑in‑one cloud creative suite for generating and editing video, images and audio for individuals and teams; Runway Dev, an AI media platform and API for developers to run models, compose pipelines and trigger workflows; and Runway Robotics, a toolkit for photorealistic simulation, policy inference and synthetic data generation powered by their General World Model (GWM-1). Runway also publishes research (e. g. , GWM-1, Gen-4. 5 video model) and serves both individual creators and enterprise customers.

📋 Description

• 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.

🎯 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

🏖️ Benefits

• Offers equity