VP/Director, Growth & Emerging 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 while keeping customer value in mind. This role leads our industry-based revenue pods responsible for net-new ACV, NRR, and renewal. You will own Runway’s velocity engine: growth, emerging, inbound, and business development teams. You’ll hire and lead a team, develop top talent, and scale millions of pipeline that impacts the whole company.

Responsibilities

• Build and run the Growth segment: 6–8+ pods at scale (one to two AEs and one Engagement Manager per pod), plus the BD org leader and team that feeds every segment. With scale, this team adds additional leadership and dedicated inbound sales teams.
• Own new ACV and NRR for Growth, plus company-wide sourced-pipeline targets through your BD team – reviewed weekly with the CRO.
• Design the demand funnel: inbound routing and qualification, outbound plays, deal-size floors that push reps upmarket, and a sub-$15k inside-sales lane so small deals get won without burning AE capacity.
• Hire and develop a Growth Revenue Manager bench – your managers should be your next segment leaders. Coach-up and up-level all talent within the org to be top talent that promotes through to enterprise selling teams.
• Instrument everything: conversion by stage, ASP progression, speed to first meeting – and rebuild plays monthly off the data.

Requirements

• 10+ years in SaaS sales with 4+ years leading enterprise, mid-market, or velocity sales teams, including owning a BD or SDR function.
• You have personally built a greenfield high-velocity motion – coverage model, cadence design, comp mechanics – not just operated one.
• A record of growing ASP: you have moved a segment from small transactional deals to $50k–$100k standard deals and can explain exactly how.
• Experience with consumption-based or PLG revenue, where product usage is the pipeline signal that matters most.
• Daily working fluency with AI tools for prospecting and research (Clay, Gong, Claude, or equivalents), and the conviction to make your team match it.
• A quota history you are proud to walk through, as an IC and as a leader.

Skills

Strong candidates may also have:

• Built or scaled an inside-sales closing lane for high-volume small deals.
• Sold to creative, marketing, or media buyers.
• Experience designing SDR-to-AE promotion paths that actually promote people.

Pay

OTE $375K – 450K (60/40 base to variable). Offers equity. The range is based on competitive market rates for our size, stage, and industry. Salary is one part of the overall compensation package and is determined by relevant experience, skill level, and qualifications assessed during the interview process, while maintaining internal equity with peers on the team.