Enterprise Revenue Growth Leader

Madrona Venture Labs

Colorado

On-site

USD 400,000 - 475,000

Full time

14 days+

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Job summary

Runway is seeking a seasoned CRO leader to scale its Enterprise revenue organization across North America, building and guiding a pod-based structure of frontline managers and AEs. You will own new ACV and NRR targets, engage with CIO/CMO-level executives, and drive a data-driven operating rhythm for forecasting and deal progression.

You will lead a team that values consumer adoption, AI-enabled productivity, and a strategic, value-driven approach to renewals and expansions.

Qualifications

12+ years of enterprise software sales with 5+ years leading enterprise sales organizations with experience as a second-line leader.
A validated record of building - you have grown an enterprise segment past 25 sellers and beaten the number while doing it.
Personal history of closing and sponsoring $250k-$1M+ ACV deals with $1B+ revenue companies.
Experience running consumption or usage-based revenue models, where expansion is earned through customer value.
Fluency with modern AI - you use these tools daily, operate your team with them to drive productivity, you can demo Runway credibly to a CMO or CTO, and you have a defensible point of view on where generative media is going.
Deep understanding of MEDDPICC and Command of the Message to reinforce value-orientation and deal progression with your teams.
A record of exceeding quota year-over-year

Responsibilities

Build and lead an Enterprise segment of 3-4 frontline sales managers; each with 3-5 revenue pods beneath them with operating Enterprise Account Executives and Engagement Managers in each pod. At scale, this role leads 25 - 40 GTM teammates
Own the segment's new ACV and NRR targets - both numbers, one owner, reviewed weekly with the CRO
Engage personally with C-level executives on accounts, building business cases and navigating procurement, security review, legal through to production deployment
Run the operating rhythm: forecasting to +/-5%, deal inspection, pipeline generation discipline, and account planning across a long-cycle book
Ensure that each of your leaders engages their revenue pods (AE + Engagement manager) to drive license consumption and value output. The more we invest in our customer’s adoption, the more everyone wins.