Director/VP of GTM Strategy & Operations, Runway
$270-330k
Salary in US currency, may vary in other locations
AI-powered creativity tools
Be an early applicant
AI-powered creativity tools
201-500 employees
Be an early applicant
$270-330k
Salary in US currency, may vary in other locations
201-500 employees
Company mission
To ensure that anyone anywhere can tell their stories.
Role
Who you are
- This role requires someone who is energized by blank-canvas complexity, not process optimization
- 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
What the job involves
- The Director/ VP GTM Strategy & Operations is the CRO's most critical early hire. This person does not sell; they build the machine that sellers run on
- They are the architect of how Runway goes to market: how territories are drawn, how quotas are modeled, how the forecast is built, how new AEs ramp, and how the entire revenue organization operates with precision at scale
- Key to this role is designing and orchestrating AI systems architecture to improve productivity per AE
- This is a zero-to-one role. Most of the infrastructure does not exist yet. You will design it, build it, and own it
- Your mandate spans four domains. Each is a build, not a handoff
- Revenue Operations Architecture:
- 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
- GTM Engineering & Signal Intelligence:
- 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
- Enablement Program Design:
- 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
- GTM Program Management:
- 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
Our take
Runway is revolutionising content creation and video editing with machine learning, harnessing the expansive capabilities of web-based tools. At the forefront of this transformation, the startup offers a suite of AI-powered editing tools tailored for designers, artists, and creators, setting itself apart in an industry dominated by enterprise-focused software solutions.
The company has rapidly gained recognition among some of the world's largest brands, including R/GA, New Balance, Google, and IBM, by appealing directly to creative professionals. This approach has not only solidified Runway's position in the market but also facilitated its integration into the design curricula of esteemed institutions such as NYU, RISD< and MIT.
In a testament to its growing influence and success, Runway achieved unicorn status in 2023 following a landmark $100M funding round, which valued the company at $1.5B. This milestone not only reflects investor confidence but also positions Runway to expand its innovative tools and further democratise access to advanced video editing capabilities globally.
Steph
Company Specialist at Welcome to the Jungle
Insights
112% employee growth in 12 months
Company
Funding (last 2 of 8 rounds)
Feb 2026
$315m
SERIES E
Apr 2025
$308m
SERIES D
Total funding: $861.5m
Company benefits
- 100% medical, dental, and vision coverage: We cover 100% of medical, dental and vision for our US employees AND their dependents. Based on the plans selected, we have complimentary mental health benefits and a free One Medical membership
- Unlimited days of PTO: We have unlimited PTO with a minimum of 15 days a year. We also have a paid sabbatical program after employees have been with Runway for 3 years and again after 5 years. And of course, we can't forget about Summer Fridays
- 401k Matching, 3% matching: Plan for the future! We provide a 3% 401K match for our US based employees
- Remote $250 stipend: All of our employees outside of commuting distance to the office, can expense up to $250 per month on co-working spaces, lunch or groceries, and internet connection
- Donations supporting our community: Beyond our employees, we have a commitment to our communities. Every quarter, Runway employees choose an organization for the company to support through a donation
- Custom setup, tech setup stipend: In addition to the choice of laptop, all employees get a stipend to customize their tech set up as they want
- Parental leave for all parents: We offer 16 weeks of fully paid parental leave plus a gradual return to work plan. This coverage is for all parents, regardless of how a child is brought into the family
- L&D $600 stipend: We’re investing in our employees’ long term growth by giving every employee $600 per year to spend on their personal or professional development. That means conferences, courses, and books, oh my!
- Wellness $600 stipend: We set ambitious goals and work hard to achieve them, so we believe it’s important to invest in employees’ mental and physical health. The $600 annual wellness stipend can be used for anything from therapy sessions to gym memberships
Company HQ
Civic Center, New York, NY
Leadership
Anastasis Germanidis
(Co-Founder & CTO)Trained as a Backend Engineer, they have held roles at Zocdoc, Chartbeat, and Quantcast as well as working as a Machine Learning Researcher in Computer Vision for IBM.
Alejandro Matamala-Ortiz
(Co-Founder & CDO)Previously co-founded Deenty, an online booking platform for dentist appointments.
Cristóbal Valenzuela
(Co-Founder & CEO)Worked as a Researcher at New York University from 2018 to 2019. Also spent time as a Professor at the UAI School of Design.
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