Enterprise/Sr. Enterprise Account Executive
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AI Summary
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. 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
We're excited to be recognized as a best place to work:
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