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RunwayRunwayDenver, CO

VP/Director, Growth & Emerging Revenue

Lead Runway's Growth & Emerging Revenue organization by building and scaling high-velocity sales pods, business development teams, and demand generation funnels focused on net-new ACV, NRR, and pipeline for an AI world-modeling platform. Requires 10+ years SaaS sales leadership experience building greenfield high-velocity motions, growing ASP, and fluency with AI prospecting tools.

375k – 450k/yr
Remote10+ YOERevenue Operations

About the role

What You'll Do

  • 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.

What You'll Need

  • 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.

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.

Skills

SaaS SalesEnterprise Salesmid-market salesvelocity salesBusiness Developmentsdr managementgtm motionscoverage modelsconversion ratesconsumption-based revenueplg revenueAI ToolsClayGongClaude

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