Manager/ Director, Sales Development

Workman Labs; Northern (KY); Hybrid; USD 175,000 - 228,000; Full time

Job summary

Runway is seeking a manager or director of sales development to build and run the SDR team feeding its enterprise pipeline.

The role is remote (US) with a Lead level seniority, offering a high-visibility chance to shape AI-first sales processes and outbound motions. You will lead, mentor, and scale an ambitious GTM engine in a fast-moving environment.

Qualifications

• 5+ years of leadership in sales, growth, or GTM roles.
• Experience building and leading SDR/BDR teams.
• Strong systems-thinking and ability to build outbound processes from scratch.
• Deep interest in AI-native workflows and how AI reshapes prospecting.
• Experience in product-led, usage-based, or technical GTM contexts.
• Analytical, data-driven with ability to translate insights into strategy.
• Comfort with fast-moving, ambiguous environments and rapid iteration.
• Excellent cross-functional collaboration and communication.

Responsibilities

• Lead, mentor, and grow Runway's founding BDR team, creating a high-performance culture.
• Build the systems, processes, and infrastructure for a modern AI-first sales org.
• Define how AI tooling, automation, and human creativity work together in outbound prospecting and pipeline generation.
• Turn product usage signals and inbound demand into scalable enterprise opportunities.
• Develop targeted, vertical outbound motions aligned to Runway's use cases.
• Test and refine messaging, sequencing, workflows, and enablement programs to improve effectiveness.
• Partner with Sales, Marketing, Creative, and RevOps to shape ICP, routing, and GTM execution.
• Collaborate with sales leadership to scale enterprise sales motion.

Skills

Leadership experience

SDR/BDR team management

Systems thinking

AI-native workflows

Data-driven decisions

Cross-functional collaboration

Product-led environment

Strategic GTM

Job description

Runway is hiring a manager or director of sales development to build and run the SDR team feeding its enterprise pipeline.

$175,000 – $227,500 / yr

Location

Remote (US)

Remote

Seniority

Lead

Compared with 37 other Go To Market roles: Common across similar roles Unique to this role

What you'll do

Responsibilities

• Lead, mentor, and grow Runway's founding BDR team, creating a high-performance culture centered around curiosity, experimentation, and continuous improvement
• Build the systems, processes, and infrastructure that power a modern AI-first sales development organization
• Define how AI tooling, automation, and human creativity work together across outbound prospecting, research, personalization, and pipeline generation
• Turn product usage signals, API activity, and inbound demand into scalable enterprise opportunity generation workflows
• Develop highly targeted, vertical-specific outbound motions aligned to Runway's evolving use cases and customer needs
• Continuously test and refine messaging, sequencing, workflows, and enablement programs to improve team effectiveness Unique
• Partner closely with Sales, Marketing, Creative, and RevOps to shape ICP strategy, lead routing, and overall GTM execution Common
• Work alongside sales leadership to help define and scale Runway's enterprise sales motion

What you'll need

Experience

• 5+ years of experience in sales, growth, or GTM leadership roles
• Experience managing and developing high-performing SDR/ BDR teams Unique
• Strong systems-thinking mindset with experience building outbound processes and operational infrastructure from the ground up
• Deep interest in AI-native workflows and a strong point of view on how AI will reshape modern prospecting and sales development
• Experience operating in product-led, usage-based, or highly technical GTM environments
• Highly analytical and data-driven, with the ability to use insights to drive strategy and execution Unique
• Comfortable operating in fast-moving, ambiguous environments and excited to experiment and iterate quickly
• Strong communicator and cross-functional collaborator with a builder mentality Unique