Strategic Enterprise Account Executive (Majors)

Job description

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 3-5 named accounts - $10B+ global companies where Runway can become core AI infrastructure. Your job is to win 1-2 seven-figure relationships a year and grow the ones you have. You work in a pod with a dedicated senior Strategic Engagement Manager; the book, the plan, the customer outcomes - all shared. This is a role that requires a depth of expertise selling to Fortune 10 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 - Own 3-5 named $10B+ accounts end to end: executive map, multi-year account plan, commercial strategy across divisions - Build C-suite and business-unit relationships that survive procurement, security review, annual budget knife-fights - Land seven-figure platform commitments by tying Runway to named production workflows, AI infrastructure, and measurable economics - Source expansion into new divisions and use cases; partnered closely with your Engagement manager - Carry the market's feedback into product with specificity that earns engineering's attention WHAT YOU'LL NEED - 12+ years of enterprise sales with a verifiable record of $1M+ ACV deals at Fortune 500 accounts - You have owned 5 or fewer accounts and grown them - account development at depth, not territory coverage - Executive presence that has closed with CMOs, CTOs, studio and business-unit presidents, with names you can reference - Deep familiarity with businesses like Amazon, Microsoft, Disney, etc. - how they operate, their org charts, budget cycles, etc. - Genuine AI fluency: you can run a Runway demo yourself and argue a point of view about generative media with a technical audience - A track record of winning you keep score of - President's Club, top-percentile finishes, etc. STRONG CANDIDATES MAY ALSO HAVE - Sold creative, content, or media infrastructure - Worked consumption or committed-volume pricing models - Built business cases with named ROI that CFOs signed COMPENSATION OTE $350K - $425K (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. 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