# VP/Director, Enterprise Revenue

**Company:** [Runway](https://hotfix.jobs/companies/runway)
**Location:** Remote
**Role:** Sales Engineering
**Salary:** $400k – $475k/yr
**Experience:** 12+ years
**Skills:** enterprise software sales, Sales Leadership, MEDDPICC, AI Tools, consumption-based revenue models, Account Planning, Forecasting, Pipeline Management, c-level engagement, quota achievement
**Posted:** 2026-07-24

> 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.

## Job Description

## 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.

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