Pricing Lead
我们正在建立人工智能，以通过融合艺术和科学来模拟世界。我们相信世界模型在人工智能的进步的边界上。语言模型本身不会解决世界上最困难的问题 - 机器人，疾病，科学发现。真正的进步需要经历世界并从他们的错误中学习的模型，就像人类一样。这种试验与错误可以在大规模加速当进行模拟时，而不是在现实世界中。世界模型提供了通用模拟的最明确道路，改变故事讲述方式，科学进展如何以及人类接下来的边界如何达到。我们的团队由创造性，开放心态，关怀和雄心勃勃的人组成，他们决心改变世界。我们渴望不断地建立不可能的事情，我们的能力依赖于构建一个令人难以置信的团队。如果你被驱动做同样的事情，我们很想听从你。### **关于角色** _最好有在纽约或旧金山办公室附近的人，但愿意为合适候选人聘请世界各地._ Runway Creative 是一个全集平台，让创作者和企业产生和编辑视频，图像和音频无限的方式。我们的客户从个人创作者，自助服务计划到工作室和企业营销团队，他们都在一个平台上使用 Runway 自己的模型和领先的第三方模型来生成产品。我们正在聘请一家定价和包装领导者来拥有 Runway 如何创造和捕获整个产品价值。你将与我们的自助服务产品领导公司密切合作，发展我们的计划和信用额度，建立自助服务到企业的道路，并为每种推出的模型和每个我们服务的第三方模式设定定价格。你将构建其余的公司使用的定价框架，并且你将对收入信任，毛利率和客户增长负有平等责任。### **你会做什么** - **自助服务定价和包装：**与自助服务产品领导者合作，在我们的计划梯度和信用设计上，包括补贴，翻转，加值，年 vs 月的和区域定价。运行一个连续的项目，以增长和数据来进行定价和封装实验。- ** 建立企业之路：**设计触发器，团队和工作空间构建，座位和信用池模型，并承诺和消费合同将客户从自助服务转移到企业。
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**
_Preferable to have someone near an office in NYC or San Francisco, but open to hiring around the world for the right candidate._
Runway Creative is an all-in-one platform giving creators and businesses endless ways to generate and edit video, images, and audio. Our customers range from individual creators on self-serve plans to studios and enterprise marketing teams, and they generate with both Runway's own models and leading third-party models, all on one platform.
We're hiring a Pricing & Packaging Lead to own how Runway creates and captures value across all of it. You'll partner closely with our Self-Serve Product Lead to evolve our plans and credits, build the path from self-serve to enterprise, and set the pricing for every model we launch and every third-party model we serve. You'll build the pricing framework the rest of the company uses, and you'll be accountable for revenue growth, gross margin, and customer trust in equal measure.
### **What you’ll do**
- **Own self-serve pricing & packaging:** partner with the Self-Serve Product Lead on our plan ladder and credit design, including allowances, rollover, top-ups, annual vs. monthly, and regional pricing. Run a continuous program of pricing and packaging experiments with Growth and Data.
- **Build the path to enterprise:** design the triggers, team and workspace constructs, seat and credit-pool models, and commit and consumption contracts that move customers from self-serve to enterprise. Equip Sales with pricing playbooks, discount bands, and deal guardrails.
- **Create a company-wide pricing framework:** publish Runway's pricing principles, value metrics, and decision process so any product team can price new features and products with confidence. Run a regular pricing council with Product, Finance, Research, and GTM.
- **Price our models:** set launch pricing for every Runway model release, working with Research and Infrastructure on cost-to-serve. Define how model pricing evolves from launch through deprecation as inference costs change.
- **Own third-party model economics:** set credit pricing and target margins for the partner models we serve, monitor competitive pricing, and work with Partnerships on vendor terms. Make per-model margin visible to the whole company.
- **Keep pricing changes trustworthy:** own how we communicate every pricing change, from advance notice and in-product usage visibility to spend controls and customer FAQs. Changes should land as clearly as they were designed.
- **Build the team:** hire and lead a small pricing team over time, and partner closely with billing engineering to turn decisions into systems.
### **What you’ll need**
- **10+ years across pricing, monetization, strategy, or strategic finance,** with 5+ years directly owning pricing and packaging decisions. A track record of moving revenue, conversion, and margin, not just producing recommendations.
- **Deep experience with usage, credit, or consumption-based pricing.** You can build a cost-to-serve and margin model from compute and inference inputs, and you understand how hybrid seat + usage models behave in the wild.
- **Experience across self-serve and sales-led motions.** You've shipped pricing changes for PLG subscription products and designed the contracts and guardrails that support enterprise expansion.
- **Rigorous and experimental.** You're fluent in pricing experiments, willingness-to-pay research, and cohort analysis, and comfortable in SQL and financial models.
- **You thrive in an environment with rapid pace and a high accountability culture.** You make decisions with incomplete information and know when a pricing call needs more data and when it needs to ship.
- **Excellent written and verbal communication.** You can drive a decision across Product, Finance, Research, and Sales, and explain a pricing change to customers in a way that builds trust.
- **Bonus:** pricing experience at an AI lab, AI-native product, API or developer platform, or creative tools company; experience pricing third-party or marketplace offerings.
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)