中型企业客户主管
Mid-Market Account Executive
我们正在通过融合艺术与科学，构建AI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探索方式。
我们的团队由有创造力、开放思维、富有同理心且雄心勃勃的人组成，他们致力于改变世界。我们渴望不断创造不可能的事物，而我们的能力依赖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**
**接受远程招聘，覆盖整个北美地区 - 纽约、旧金山或丹佛优先。**
你将负责40-60家中小型和新兴客户——公司规模在10亿美元以下，每年完成25-40笔交易，每笔交易金额在4万至10万美元之间，并随着我们的产品包装向高端市场推进，逐步实现更大的标准交易规模。你将与一位专门的中型市场参与经理在一个小组内合作，共享客户资源，薪酬计划旨在最大化收益和客户价值。
我们正在构建AI领域最好的销售与市场团队。如果你希望快速成长，并与一家处于AI前沿的领先公司一起销售，同时有职业发展的空间，请申请。
### **你将负责**
- 运行高速度的全周期销售：每年完成25-40笔交易，涵盖主动和被动获取的客户
- 快速且严格地筛选客户——你的客户资源丰富，但你的日程是最稀缺的资源，必须注重明确的回报率和价值导向
- 提升交易规模：通过承诺采购量和用例扩展策略，将3万美元的起始交易转化为10万美元以上的可重复销售模式
- 将产品信号（使用高峰、团队注册、信用消耗）转化为销售线索
- 与你小组的参与经理合作，确保新客户达到消费目标，从而释放你未兑现的佣金
### **你需要具备**
- 3年以上SaaS/AI领域的全周期成交经验，配额完成率超过100%
- 有速度证明：每年完成20笔以上交易，多渠道开发客户，有纪律的筛选流程
- 原生AI工具熟练度——你已经在工作流程中使用AI进行销售
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._
You will carry a book of 40-60 mid-market and emerging accounts - companies in the <$1B range, closing 25-40 deals a year at $40k-$100k and building toward larger standard deal sizes as our packaging moves upmarket. You work in a pod with a dedicated Mid-Market Engagement Manager on a shared book, with a comp plan designed to maximize earnings and customer value.
We are architecting the best GTM team in all of AI. If you want to grow, run fast, and sell with a leading-edge frontier AI company with room to grow your career, please apply.
### **WHAT YOU'LL DO**
- Run a high-velocity full-cycle motion: 25-40 closed deals a year across inbound and outbound
- Qualify hard and fast - your book is big, your calendar is the scarce resource, orientation to clear ROI and value orientation is a must
- Push deal size up: committed-volume, use-case expansion plays that turn $30k starts into $100k+ repeatable motions
- Turn product signals (usage spikes, team signups, credit burn) into pipeline
- Work with your pod's Engagement Manager so new customers hit consumption targets and your held-back commission unlocks
### **WHAT YOU'LL NEED**
- 3+ years of full-cycle closing experience in SaaS/AI with a quota record above 100%
- Velocity evidence: 20+ closed deals a year, multi-channel prospecting, disciplined qualification
- Native AI-tool fluency - you already sell with AI in your workflow, not despite it
- Writing and demo skills strong enough to carry a deal without a solutions engineer
- Coachability with a track record: name the coaching that changed your numbers
### **STRONG CANDIDATES MAY ALSO HAVE**
- Sold to creative or marketing teams
- PLG or usage-signal selling experience
- BDR-to-AE promotion in your history - we like people who earned the chair
### **COMPENSATION**
OTE $270K - $300K (50/50 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)