Pricing & Packaging Lead — AI Platform

Runway; Oregon; Hybrid; USD 150,000 - 230,000; Full time

Job summary

Runway is seeking a Pricing & Packaging Lead to own pricing across self-serve and enterprise segments. You’ll partner with the Self-Serve Product Lead to evolve plans, credits, and regional pricing, and to set pricing for every model we launch and for third‑party models.

You will build a company‑wide pricing framework, run experiments, and lead a small pricing team. The role blends product, finance, and sales to drive revenue growth, margin, and customer trust in a fast‑moving AI platform.

Qualifications

• 10+ years in pricing/monetization/strategy.
• 5+ years owning pricing and packaging decisions.
• Experience with usage-based pricing and hybrid models.
• Experience across self-serve and sales-led motions.
• Fluent in pricing experiments, willingness-to-pay research, and cohort analysis; SQL proficiency.

Responsibilities

• Own self-serve pricing and packaging; design ladder, credits, regional pricing.
• Build path to enterprise; create triggers, seats and contracts; equip Sales with playbooks and guardrails.
• Publish pricing framework; run pricing council across Product, Finance, Research, and Sales.
• Price models; set launch pricing with cost-to-serve awareness.
• Own third-party model economics; monitor margins and vendor terms.
• Communicate pricing changes clearly; manage spend controls and FAQs.
• Build pricing team; collaborate with billing engineering to implement decisions.

Skills

Pricing strategy

Monetization

Revenue optimization

Cross-functional leadership

SQL analytics

Financial modeling

Experimentation/AB testing

Communication

Team leadership

Strategic thinking

Tools

SQL

Job description

Runway is seeking a Pricing & Packaging Lead to own pricing across self-serve and enterprise segments. You’ll partner with the Self-Serve Product Lead to evolve plans, credits, and regional pricing, and to set pricing for every model we launch and for third‑party models.

You will build a company‑wide pricing framework, run experiments, and lead a small pricing team. The role blends product, finance, and sales to drive revenue growth, margin, and customer trust in a fast‑moving AI platform.