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Job description
Runway is hiring a VP or director of enterprise revenue to lead the enterprise sales org and its number.
$400,000 – $475,000 / yr
Location
Remote (US)
Remote
Seniority
Lead
Compared with 37 other Go To Market roles: Common across similar roles Unique to this role
What you'll do
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 Common
Own the segment's new ACV and NRR targets - both numbers, one owner, reviewed weekly with the CRO Unique
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.
What you'll need
Experience
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 Unique
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 Common
Deep understanding of MEDDPICC and Command of the Message to reinforce value-orientation and deal progression with your teams Unique
A record of exceeding quota year-over-year
Experience selling API and AI infrastructure solutions to CTO / CIOs Unique
Sold creative, media, or content technology to Fortune 500 marketing and studio organizations Common
Built vertical pod or team structures with shared new ACV + NRR%/Renewal ownership Unique
Scaled a GTM org through the $100M to $500M+ revenue stage Unique
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Who can apply
Review the original listing for work authorization, qualifications and employer requirements.