Member of Commercial Staff, Strategic Account Manager



Sales & Business Development
New York, NY, USA
Posted on Thursday, October 19, 2023

Runway is a research company pioneering new tools for human imagination. Runway has been at the forefront of multi-modal AI systems ensuring that the future of content creation is accessible, controllable and empowering for creatives. Runway’s mission is to ensure that anyone anywhere can tell their stories. We believe that deep learning techniques applied to audiovisual content will forever change art, creativity, and design tools.

Runway is leading a shift to generative media that is unlocking an unprecedented level of creative potential. The invention of the camera 200 years ago forever changed our world – AI is a new kind of camera that will reshape storytelling forever and lead to full feature films that are entirely generated.

About the role

We’re looking for Commercial Staff Members to join our dynamic team of creatives, engineers, business folks, and more. You aren’t the typical Sales Team member, you like to think creatively and lift constraints that block imagination.

In this role you will be an early member of a fast growing commercial team. You will consult with our existing enterprise customer base as well as potential customers in driving meaningful relationships and growth. You will handle pre and post-sale work, ensuring we are always making valuable contributions for our customers and revenue to our bottom line.

Things are always moving quickly at Runway. We need team members with an agile and dynamic mentality, who are comfortable with change, and always willing to go above and beyond to ensure a job is done optimally.

What you’ll do

  • Own the relationship with our enterprise customers, providing technical guidance and training, as well as identifying key stakeholders and building relationships with them plus the users interacting with our platform
  • Thoroughly understand all aspects of the Runway platform to explain the technology, workflows and use cases to users and organizations
  • Develop and implement strategies that increase customer product adoption, engagement, and growth at scale to drive revenue expansion
  • Enable successful and consistent renewals to maintain existing customer revenue, as well as identify and execute on new growth opportunities with customers
  • Lead and close large scale deals: build pipeline, forecast business, lead the internal team, communicate key updates, and gather competitive intelligence
  • Lead key initiatives including: educating customers on new products/features, ongoing customer checkpoints, business reviews, and technical escalations; identifying critical goals and key performance indicators to clearly understand and measure client satisfaction
  • Develop and deliver product demonstrations to customers
  • Be a champion for our customers and work with our internal teams to translate customer feedback into product insights; Liaise between customers and our internal teams in order to provide the best technical support and experience

What you’ll need

  • Experience selling B2B SaaS
  • Proven track record of success exceeding revenue targets
  • Understanding of our technical and competitive landscape
  • Proven ability to lead and close large scale deals
  • Ability to deliver complex information to customers in a clear and concise way
  • Ability to thrive in a constantly changing and growing environment
  • Excitement about AI and motivation to continuously learn more about this new and exciting space!

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.

Salary range for base: $110,000 - $130,000

Note: this role also includes a commission component based on revenue targets.

Working at Runway

Great things come from great teams. 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

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