Manager / Director, Sales Development

About the role

We are building AI to simulate the world by merging art and science. As the first leader of Sales Development, you will build and scale our founding BDR organization, shaping how Runway wins in the enterprise market.

Key responsibilities

• Lead, mentor, and grow Runway’s founding BDR team, fostering a high‑performance culture of curiosity and experimentation.
• Build the systems, processes, and infrastructure for a modern AI‑first sales development organization.
• Define how AI tooling, automation, and human creativity work together across outbound prospecting, research, personalization, and pipeline generation.
• Turn product usage signals, API activity, and inbound demand into scalable enterprise opportunity generation workflows.
• Develop highly targeted, vertical‑specific outbound motions aligned to Runway’s evolving use cases.
• Continuously test and refine messaging, sequencing, workflows, and enablement programs to improve team effectiveness.
• Partner closely with Sales, Marketing, Creative, and RevOps to shape ICP strategy, lead routing, and overall GTM execution.
• Collaborate with sales leadership to define and scale Runway’s enterprise sales motion.

Required profile

• 5+ years of experience in sales, growth, or GTM leadership roles.
• Proven experience managing and developing high‑performing SDR/BDR teams.
• Strong systems‑thinking mindset with experience building outbound processes and operational infrastructure from the ground up.
• Deep interest in AI‑native workflows and a clear point of view on how AI will reshape modern prospecting.
• Experience in product‑led, usage‑based, or highly technical GTM environments.
• Highly analytical and data‑driven, using insights to drive strategy and execution.
• Comfortable operating in fast‑moving, ambiguous environments and eager to experiment quickly.
• Strong communicator and cross‑functional collaborator with a builder mentality.