VP / Director, Growth & Emerging Revenue
Leadership Growth Marketing role at Runway. Remote, United States · full-time · $375,000–$450,000 base.
Growth Roles summary, based on the employer's posting.
What you'll do
- Build and oversee the Growth organization across its pods and business development team
- Own Growth new ACV and NRR, while BD carries company-wide sourced-pipeline goals
- Shape routing, qualification, outbound motions, deal-size floors, and an inside-sales path for small deals
- Hire and develop managers who can progress into future segment leadership
- Use conversion, ASP, and meeting-speed data to refresh sales plays each month
What you bring
- At least ten years in SaaS sales, including four-plus years leading enterprise, mid-market, or velocity teams and a BD or SDR function
- Experience creating a high-velocity sales motion from scratch, covering territory design, cadence, and compensation
- A track record of moving average deal size from small transactions to standard deals in the $50k-$100k range
- Background in consumption-based or PLG revenue, where product usage drives pipeline
- Daily working fluency with AI prospecting and research tools such as Clay, Gong, or Claude, plus quota experience as an IC and leader
Who this fits
You’ll suit a player-coach who has built high-velocity revenue teams, uses data to refine sales motions, and can develop future segment leaders. The role is remote across North America, with New York City, San Francisco, and Denver preferred. You’ll lead growth, emerging, inbound, and business development teams in an AI or consumption-based revenue environment.
From the employer
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.
Runway is scaling its Enterprise revenue organization with leaders who know how to build and scale high-performance teams. And, who can operate a revenue machine while keeping customer value in mind - leading our industry-based revenue pods responsible for both net-new ACV, NRR, and Renewal.
This role is designed for the leader who wants to accelerate their CRO career trajectory. You will own Runway’s velocity engine - growth, emerging, inbound, and business development teams. You’ll hire and lead a team, develop the next generation of top talent, and scale millions of pipeline that impacts the whole company. As a revenue operator, you’ll be responsible for both net new ACV, expansion, NRR, and renewal of your revenue pods.
The ideal profile is a player-coach who has personally built high-velocity teams and scalable GTM motions for an AI or consumption-based organization. You think in coverage models, conversion rates, repeatable plays, and up-leveling talent. We’re not looking to replicate a traditional mid-market playbook; this team needs to be built around AI-powered workflows, product signals, and personalized outreach at-scale.
WHAT YOU'LL DO
Build and run the Growth segment: 6-8+ pods at scale (one to two AEs and one Engagement Manager per pod), plus the BD org leader and team that feeds every segment. With scale, this team adds additional leadership and dedicated in-bound sales teams.
Own new ACV and NRR for Growth, plus company-wide sourced-pipeline targets through your BD team - reviewed weekly with the CRO
Design the demand funnel: inbound routing and qualification, outbound plays, deal-size floors that push reps upmarket, and a sub-$15k inside-sales lane so small deals get won without burning AE capacity
Hire and develop a Growth Revenue Manager bench - your managers should be your next segment leaders. Coach-up and up-level all talent within the org to be top talent that promotes through to enterprise selling teams.
Instrument everything: conversion by stage, ASP progression, speed to first meeting - and rebuild plays monthly off the data
WHAT YOU'LL NEED
10+ years in SaaS sales with 4+ years leading enterprise, mid-market or velocity sales teams, including owning a BD or SDR function
You have personally built a greenfield high-velocity motion - coverage model, cadence design, comp mechanics - not just operated one
A record of growing ASP: you have moved a segment from small transactional deals to $50k-$100k standard deals and can explain exactly how
Experience with consumption-based or PLG revenue, where product usage is the pipeline signal that matters most
Daily working fluency with AI tools for prospecting and research (Clay, Gong, Claude, or equivalents), and the conviction to make your team match it
A quota history you are proud to walk through, as an IC and as a leader
STRONG CANDIDATES MAY ALSO HAVE
Built or scaled an inside-sales closing lane for high-volume small deals
Sold to creative, marketing, or media buyers
Experience designing SDR-to-AE promotion paths that actually promote people
COMPENSATION
OTE $375K - 450K (60/40 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
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