VP/Director, Enterprise Revenue

About the role

Open to hiring remote across North America – NYC, San Francisco, or Denver preferred.

Runway is scaling its Enterprise revenue organization with leaders who know how to build and scale high-performance teams. This role is designed for the leader who wants to accelerate their CRO career trajectory, operating a revenue machine while keeping customer value in mind. You will lead industry-based revenue pods responsible for net-new ACV, NRR, and Renewal, building and scaling teams from $100M to $500M+ organizations in AI-native fluid environments. Experience selling to, expanding, and renewing with client operators across various ICPs (Marketing, HR, Operations, Finance, AI, IT Infrastructure, and Security) is essential.

Responsibilities

• Build and lead an Enterprise segment of 3-4 frontline sales managers, each with 3-5 revenue pods beneath them, including Enterprise Account Executives and Engagement Managers (25-40 GTM teammates at scale).
• Own the segment's new ACV and NRR targets, reviewed weekly with the CRO.
• Engage personally with C-level executives on accounts, building business cases and navigating procurement, security review, legal, and production deployment.
• Run the operating rhythm: forecasting to +/-5%, deal inspection, pipeline generation discipline, and account planning across a long-cycle book.
• Ensure each leader engages their revenue pods (AE + Engagement Manager) to drive license consumption and value output, maximizing customer adoption.

Requirements

• 12+ years of enterprise software sales with 5+ years leading enterprise sales organizations as a second-line leader.
• A validated record of building and growing an enterprise segment past 25 sellers while beating targets.
• 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 tools, using them daily to drive productivity, and ability to demo Runway credibly to a CMO or CTO.
• Deep understanding of MEDDPICC and Command of the Message to reinforce value-orientation and deal progression.
• A record of exceeding quota year-over-year.

Skills

Strong candidates may also have:

• Experience selling API and AI infrastructure solutions to CTOs/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.

Pay

OTE $400K–$475K (60/40 base to variable). Offers equity. Salary ranges are based on competitive market rates for our size, stage, and industry, with adjustments for relevant experience, skill level, and qualifications. The range is for U.S.-based candidates; adjustments may apply for other regions.

About Runway

We are building AI to simulate the world by merging art and science. World models are at the frontier of progress in artificial intelligence, enabling simulation-based learning to accelerate robotics, scientific discovery, and more. Our team consists of creative, open-minded, and ambitious individuals committed to changing the world through general-purpose simulation.

Runway is recognized as a best place to work and is committed to creating an inclusive space where employees can bring their full selves to work. We encourage applications from all backgrounds, regardless of race, gender identity, sexual orientation, religion, origin, ability, age, or veteran status.