企业收入副总裁/总监
VP/Director, Enterprise Revenue
我们正在通过融合艺术与科学，构建人工智能来模拟世界。
我们认为，世界模型是人工智能进步的前沿。仅靠语言模型无法解决世界上最困难的问题——机器人技术、疾病、科学发现。真正的进步需要能够体验世界并从错误中学习的模型，就像人类一样。而这种试错过程在模拟环境中进行时，可以大幅加速，而不是在现实世界中。
世界模型为通用模拟提供了最清晰的路径，改变故事的讲述方式、科学进步的方式以及人类下一个前沿领域的实现方式。
我们的团队由富有创造力、思维开放、富有同理心且有抱负的人组成，他们决心改变世界。我们渴望不断创造不可能的事物，而我们实现这一目标的能力取决于打造一支非凡的团队。如果你也有同样的动力，我们很期待收到你的消息。
### **关于该职位**
**支持远程招聘，覆盖北美地区 - 纽约、旧金山或丹佛优先。**
Runway 正在扩大其企业收入组织，寻找懂得如何建立和扩展高绩效团队的领导者。同时，他们能够运营收入机器，同时始终关注客户价值——领导我们基于行业的收入小组，负责新客户营收（ACV）、净推荐值（NRR）和续约。
这个职位适合希望加速首席收入官（CRO）职业发展的领导者。一位懂得如何从1亿美元到5亿美元以上规模的组织中建立和扩展团队及领导力卓越的人，能够在以AI为核心的灵活环境中运作，并有经验向不同客户群体的运营人员销售、扩展和续约（从市场营销、人力资源、运营和财务的运营人员，到AI、IT基础设施和安全的技术人员）。
Runway 寻找喜欢建设的领导者——招聘表现优异的销售代表和前线领导者，以扩大你的团队规模。你是领导者的领导者，带领由销售代表和客户成功经理组成的混合收入小组。我们期望你像CRO一样思考——每个小组实际上是一个损益表，扩展业务和新客户一样重要，任何签约客户都必须通过使用Runway平台看到价值。
如果你只继承了一个运行中的企业组织，这可能不适合你。如果你曾建立过一个，我们想和你谈谈。
### **你将负责**
- 建立并领导3-4名前线销售经理的企业部门；
查看英文原文
We are building AI to simulate the world through merging art and science.
We believe that world models are at the frontier of progress in artificial intelligence. Language models alone won’t solve the world’s hardest problems – robotics, disease, scientific discovery. Real progress requires models that experience the world and learn from their mistakes, the same way that humans do. And this kind of trial and error can be massively accelerated when done in simulation, rather than in the real world.
World models offer the most clear path to general-purpose simulation, changing how stories are told, how scientific progress is made and how the next frontiers of humanity are reached.
Our team consists of creative, open minded, caring and ambitious people who are determined to change the world. We aspire to continuously build impossible things and our ability to do so relies on building an incredible team. If you are driven to do the same, we'd love to hear from you.
### **ABOUT THE ROLE**
_Open to hiring remote across North America - NYC, San Francisco, or Denver preferred._
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. Someone who knows how to build and scale teams and leadership excellence from $100M to $500M+ organizations, operate in AI-native fluid environments, and have experience selling-to, expanding, and renewing with client operators from across a variety of ICPs (From operators in Marketing, HR, Operations, and Finance, to technologists in AI, IT Infrastructure, and Security).
Runway is searching for leaders who enjoy the build - hiring top-performing AEs and frontline leaders to grow your teams for scale. You’re a leader-of-leaders who lead hybrid revenue pods of AEs + Engagement managers. We expect you to think like a CRO - every pod is effectively a P&L, expansion is as much your number as new logos, and any customer who signs needs to see value through consumption of the Runway platform.
If you have only ever inherited a running enterprise org, this is not the right fit. If you have built one, we'd like to talk.
### **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. The more we invest in our customer’s adoption, the more everyone wins.
### **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
### **COMPENSATION**
OTE $400K - 475K (60/40 base to variable). Offers equity.
Runway strives to recruit and retain exceptional talent from diverse backgrounds while ensuring pay equity for our team. Our salary ranges are based on competitive market rates for our size, stage and industry, and salary is just one part of the overall compensation package we provide.
There are many factors that go into salary determinations, including relevant experience, skill level and qualifications assessed during the interview process, and maintaining internal equity with peers on the team. The range shared below is a general expectation for the function as posted, but we are also open to considering candidates who may be more or less experienced than outlined in the job description. In this case, we will communicate any updates in the expected salary range.
Lastly, the provided range is the expected salary for candidates in the U.S. Outside of those regions, there may be a change in the range, which again, will be communicated to candidates.
#### **Working at Runway**
[**Great things come from great teams.**](https://www.youtube.com/watch?v=kwmj4ato2kw&ab_channel=Runway) **We’d love to hear from you.**
We’re committed to creating a space where our employees can bring their full selves to work and have equal opportunity to succeed. So regardless of race, gender identity or expression, sexual orientation, religion, origin, ability, age, veteran status, if joining this mission speaks to you, we encourage you to apply.
More about Runway
- [Universal World Simulator](https://runwayml.com/world-simulator.html)
- [GWM-1](https://runwayml.com/research/introducing-runway-gwm-1)
- [Gen-4.5](https://runwayml.com/research/introducing-runway-gen-4.5)
- [General World Models](https://runwayml.com/research/introducing-general-world-models)
- [Robotics SDK](https://runwayml.com/research/introducing-runway-gwm-1#robotics-section)
- [Conversational Real-time Agents](https://runwayml.com/research/introducing-runway-gwm-1#avatars-section)
- [Runway Studios](https://runwayml.com/studios)
We're excited to be recognized as a best place to work:
[Crain's](https://www.crainsnewyork.com/awards/best-places-work-2023) | [InHerSight](https://www.inhersight.com/companies/best/city/new-york-city-ny) | [BuiltIn NYC](https://builtin.com/awards/new-york-city/2024/best-places-to-work) | [INC](https://www.inc.com/best-workplaces/2024)