Vice President/Director of Growth & Emerging Revenue, Runway

• The ideal profile is a player-coach who has personally built high-velocity teams and scalable GTM motions for an AI or consumption-based organization
• You think in coverage models, conversion rates, repeatable plays, and up-leveling talent
• 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

Desirable

• Runway is scaling its Enterprise revenue organization with leaders who know how to build and scale high-performance teams. And, who can operate a revenue machine while keeping customer value in mind - leading our industry-based revenue pods responsible for both net-new ACV, NRR, and Renewal
• This role is designed for the leader who wants to accelerate their CRO career trajectory. You will own Runway’s velocity engine - growth, emerging, inbound, and business development teams
• You’ll hire and lead a team, develop the next generation of top talent, and scale millions of pipeline that impacts the whole company. As a revenue operator, you’ll be responsible for both net new ACV, expansion, NRR, and renewal of your revenue pods
• We’re not looking to replicate a traditional mid-market playbook; this team needs to be built around AI-powered workflows, product signals, and personalized outreach at-scale
• 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 in-bound 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