VP/Director, Enterprise Revenue

About the role

Lead and scale Runway's Enterprise revenue organization, building high‑performance teams that drive new ACV, net‑new revenue retention (NRR) and renewals across AI‑native markets.

Key responsibilities

• Build and manage an Enterprise segment of 3‑4 sales managers, each overseeing 3‑5 revenue pods of Account Executives and Engagement Managers (25‑40 GTM teammates at scale).
• Own new ACV and NRR targets, reviewing performance weekly with the CRO and ensuring accurate forecasting, pipeline discipline, and long‑cycle account planning.
• Engage C‑level executives to create business cases, navigate procurement, security, and legal processes, and drive platform adoption.

Required profile

• 12+ years of enterprise software sales experience with 5+ years leading enterprise sales teams as a second‑line leader.
• Proven track record building and scaling enterprise segments of 25+ sellers and closing $250k‑$1M+ ACV deals with $1B+ companies.
• Experience with consumption‑based or usage‑based revenue models where expansion is earned through customer value.

Required skills

• Deep knowledge of MEDDPICC and Command of the Message sales methodologies.
• Fluency with modern AI tools and ability to demo AI‑driven platforms to C‑suite stakeholders.

What we offer

• On‑target earnings of $400K‑$475K (60% base, 40% variable) plus equity.
• Commitment to pay equity, diverse and inclusive culture, and recognition as a top workplace.