Director – Revenue Operations

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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

• 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 • 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 • 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 • 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

🎯 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

🏖️ Benefits

• Health insurance • 401(k) matching • Flexible work hours • Paid time off • Professional development opportunities