VP/Director, Enterprise Revenue

Workman Labs; Northern (KY); Hybrid; USD 400,000 - 475,000; Full time

Job summary

Runway is seeking a VP or Director of Enterprise Revenue to build and lead the enterprise sales organization, owning ACV and NRR targets. The role involves direct engagement with C-level executives, managing 25-40 GTM teammates, and guiding a multi-pod enterprise sales engine from prospecting to close.

Remote in the US, Lead seniority, with a track record of scaling enterprise segments and sustaining growth in a fast-moving AI infrastructure ecosystem.

Qualifications

• 12+ years of enterprise software sales experience.
• 5+ years leading enterprise sales organizations.
• Proven track record closing $250k-$1M+ ACV deals.
• Experience with MEDDPICC and Command of the Message.
• Experience selling API and AI infrastructure to CTO/CIOs.

Responsibilities

• Build and lead an Enterprise segment of 3-4 frontline sales managers with multiple pods.
• Own the segment's new ACV and NRR targets with weekly CRO reviews.
• Engage with C-level executives from accounts to drive business cases through procurement to deployment.
• Run forecasting to +/-5%, deal inspection, pipeline discipline, and long-cycle account planning.
• Drive license consumption and value output through customer adoption.

Job description

Runway is hiring a VP or director of enterprise revenue to lead the enterprise sales org and its number.

$400,000 – $475,000 / 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

• 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 Common
• Own the segment's new ACV and NRR targets - both numbers, one owner, reviewed weekly with the CRO Unique
• 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.

What you'll need

Experience

• 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 Unique
• 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 Common
• Deep understanding of MEDDPICC and Command of the Message to reinforce value-orientation and deal progression with your teams Unique
• A record of exceeding quota year-over-year
• Experience selling API and AI infrastructure solutions to CTO / CIOs Unique
• Sold creative, media, or content technology to Fortune 500 marketing and studio organizations Common
• Built vertical pod or team structures with shared new ACV + NRR%/Renewal ownership Unique
• Scaled a GTM org through the $100M to $500M+ revenue stage Unique