Skip to content
RunwayRunwayDenver, CO

VP/Director, Enterprise Revenue

Lead and scale Runway's Enterprise revenue segment as a second-line leader, owning new ACV, NRR, and team growth for 25-40 GTM members. Requires 12+ years enterprise software sales experience, proven track record building teams from scratch, and fluency with AI tools and usage-based models.

400k – 475k/yr
Remote12+ YOESales Engineering

About the role

What You'll Do

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

What You'll Need

  • 12+ years of enterprise software sales with 5+ years leading enterprise sales organizations with experience as a second-line leader.
  • A validated record of building - you have grown an enterprise segment past 25 sellers and beaten the number while doing it.
  • 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 - you use these tools daily, operate your team with them to drive productivity, you can demo Runway credibly to a CMO or CTO, and you have a defensible point of view on where generative media is going.
  • Deep understanding of MEDDPICC and Command of the Message to reinforce value-orientation and deal progression with your teams.
  • A record of exceeding quota year-over-year.

Strong Candidates May Also Have

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

Skills

enterprise software salesSales LeadershipMEDDPICCAI Toolsconsumption-based revenue modelsAccount PlanningForecastingPipeline Managementc-level engagementquota achievement

Similar roles

Sales Engineering jobs
Nectarsocial

VP of Sales

NectarsocialPalo Alto, CA +1

Founding VP of Sales to build Nectar's sales organization from scratch at a Series A AI-native social commerce platform. Personally close early deals with marketing/brand customers while designing processes, hiring the team, and partnering with the CEO on GTM strategy. Requires 7+ years B2B SaaS sales leadership experience.

400k – 500k/yrHybrid7+ YOESales Engineering
Okta

Area Vice President, Strategic Sales

OktaConnecticut +4

Lead and scale a high-performing Strategic Sales team across the Eastern US to drive significant revenue growth at Okta. Requires 10+ years building/running SaaS sales organizations, prior second-line leadership experience, and a track record leading $20M+ ARR teams with 40%+ growth.

408k – 605k/yrRemote10+ YOESales Engineering
Lightning AI

VP of Sales

Lightning AINew York, NY

Lead and scale an enterprise sales team selling AI infrastructure and developer platforms to technical buyers (ML, infrastructure, engineering leaders). Own pipeline, forecasting, coaching on complex deals, and building repeatable GTM processes in a fast-paced startup.

450k – 500k/yrHybrid8+ YOESales Engineering
Snowflake

Vice President, Solution Engineering - Majors

SnowflakeUnited States

Leads and scales Snowflake’s Majors Solution Engineering organization, owning technical strategy, enterprise customer outcomes, and technical wins across complex data and AI opportunities. Requires extensive solution engineering leadership, cloud data platform expertise, executive presence, and a bachelor's degree or equivalent experience.

312k – 410k/yrRemote15+ YOESales Engineering
Garner Health

Solutions Consultant VP

Garner HealthUnited States

Solutions Consultant supporting the sales team by presenting Garner's healthcare platforms, conducting discovery, designing technical solutions, and managing RFPs for high-value prospects. Requires 6+ years in healthcare consulting or technical sales with strong communication and project management skills.

275k – 330k/yrRemote6+ YOESales Engineering