VP/Director, Enterprise Revenue

About the Company

Runway is building AI to simulate the world through merging art and science. We believe that world models are at the frontier of progress in artificial intelligence, providing a path to general-purpose simulation that changes how stories are told and how scientific progress is made.

Responsibilities

• Build and lead an Enterprise segment of 3-4 frontline sales managers, leading 25-40 GTM teammates at scale
• Own the segment's new ACV and NRR targets
• Engage personally with C-level executives on accounts to build business cases and navigate procurement, security, and legal processes
• Run the operating rhythm including forecasting, deal inspection, pipeline generation, and account planning
• Ensure revenue pods drive license consumption and value output through customer adoption

Requirements

• 12+ years of enterprise software sales experience
• 5+ years leading enterprise sales organizations as a second-line leader
• Proven record of growing an enterprise segment past 25 sellers
• Experience closing and sponsoring $250k-$1M+ ACV deals with $1B+ revenue companies
• Experience running consumption or usage-based revenue models
• Fluency with modern AI tools and a defensible point of view on generative media
• Deep understanding of MEDDPICC and Command of the Message
• Consistent record of exceeding quota year-over-year

Preferred Qualifications

• Experience selling API and AI infrastructure solutions to CTO/CIOs
• Experience selling creative, media, or content technology to Fortune 500 organizations
• Experience building vertical pod structures with shared ACV and NRR ownership
• Experience scaling a GTM org from $100M to $500M+ revenue stage