企业级/高级企业客户经理
Enterprise/Sr. Enterprise Account Executive
我们通过融合艺术与科学来构建人工智能，以模拟世界。
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中可以被大幅加速，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个前沿领域的探索方式。
我们的团队由富有创造力、思维开放、富有同理心且志向远大的人组成，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依赖于打造一支卓越的团队。如果你也怀有同样的动力，我们很期待收到你的消息。
### **关于该职位**
面向北美地区远程招聘 - 纽约、旧金山或丹佛优先。
你将负责10-30家客户，这些客户的年收入超过10亿美元。你将与一位专门的企业客户经理在一个小组中协作，共享客户名单：一个客户计划，共享客户成果，以及旨在最大化收益和客户价值的薪酬设计。
这个职位需要你在财富500强公司销售方面具备深厚的专业知识，了解如何构建跨学科的商业交易，能够在日常销售中与高管层顺畅沟通，并具备战略性的市场进入交易架构能力。
### **你将负责**
- 每年运行10-30个企业级项目，金额在10万美元至100万美元以上，从首次外呼到生产部署
- 在年收入超过50亿美元的组织中建立多线关系，涉及创意、营销、技术和采购部门
- 在空白市场获取新客户，并在现有客户中进行扩展
- 与你的客户经理协作执行小组计划，确保消费里程碑快速达成
- 以CRO所依赖的严谨性进行预测：分阶段退出、明确下一步行动，不依赖运气
### **你需要具备**
- 5年以上企业软件销售经验，有持续的六位数和七位数交易记录
- 有超过100%的配额完成历史，你可以逐年说明，如总统俱乐部成就等
- 有明确的客户开发经验：你曾将知名客户增长2-3倍，续约是增长的最低标准
- 精通MEDDPICC或类似方法，具备良好的CRM习惯
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 10-30 accounts - $1B to $5B+ revenue companies. You work in a pod with a dedicated Enterprise Engagement Manager on a shared book: one account plan, shared customer outcomes, and comp designed to maximize earnings and customer value.
This is a role that requires a depth of expertise selling to Fortune 500 companies, knowing how to architect multi-disciplinary commercial deals, comfort regularly selling to C-Suite executives, and strategic GTM deal architecture.
### **WHAT YOU'LL DO**
- Run 10-30 concurrent enterprise cycles a year at $100K - $1M+, from first outbound through production deployment
- Build multi-threaded relationships across creative, marketing, technology, and procurement in $5B+ organizations
- Win new logos in whitespace and source expansion in existing accounts
- Work your pod plan with your Engagement Manager so consumption milestones land quickly
- Forecast with the discipline of someone the CRO plans around: staged exits, named next steps, no happy ears
### **WHAT YOU'LL NEED**
- 5+ years of enterprise software sales with consistent six and seven-figure deals
- A quota history above 100% you can walk through year by year, President's Club achievement, etc.
- Demonstrated account development: you have grown named accounts 2-3x, and renewals were the floor of that growth
- Command of MEDDPICC or equivalent, with the CRM hygiene to prove your pipeline is real
- Working AI fluency - you use generative tools yourself and can demo credibly to a skeptical enterprise buyer
### **STRONG CANDIDATES MAY ALSO HAVE**
- Sold creative or content technology
- Sold consumption or usage-based contracts
- Sourced the majority of your own pipeline
### **COMPENSATION**
OTE $275K - $340K (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)