🤝 Technical Account Executive, Commercial

Runway AI, Inc.

Job Overview

Location

Indiana, USA

Job Type

Full-time

Full Job Description

📋 Description

• **Join Runway AI: Revolutionizing Business Planning for High-Growth Companies**
• Runway AI is at the forefront of transforming how businesses plan and understand their operations. We're building a collaborative business planning platform that makes complex business concepts intuitively accessible to everyone, moving beyond the limitations of traditional spreadsheets. Our mission is to democratize business understanding, empowering teams to make better decisions and achieve true alignment through a shared source of truth. Imagine a world where every team member, not just finance, can grasp the 'why' behind their work, leading to increased productivity and strategic foresight. This is the future Runway is building, akin to how Figma revolutionized design accessibility across organizations.
• **The Opportunity: Technical Account Executive, Commercial**
• We are seeking a highly motivated and technically adept Technical Account Executive (TAE) to drive growth within our commercial and lower mid-market segments across North America. This is a net-new logo acquisition role, demanding a proactive 'hunter' mentality. You will own the entire sales cycle, from initial prospecting and pipeline generation through to closing deals. This is a unique opportunity to be an early member of our sales team, directly influencing our sales motion and contributing to the foundational playbook that will guide future growth. You will be instrumental in shaping the company's trajectory and defining how we engage with the market.
• **Your Role as a Finance Technology Advisor**
• As a TAE at Runway, you will act as a trusted finance technology advisor to prospective clients. Your primary focus will be on engaging with CFOs, Heads of FP&A, and other finance leaders at high-growth companies. These leaders are often grappling with the inefficiencies of legacy systems or the limitations of spreadsheets, seeking modern solutions to enhance their financial planning and analysis capabilities. You will be expected to bridge the gap between complex financial operations and Runway's innovative solutions from the very first interaction, not after multiple follow-ups. This role requires a deep understanding of finance team operations, including budgeting, forecasting, scenario modeling, and board reporting.
• **Bridging the Technical and Sales Divide**
• This is not a role where you simply hand off technical discussions. You are the primary technical point of contact from day one. You must be fluent in articulating the architectural differentiators of Runway, capable of delivering compelling product demonstrations, and skilled in competitive positioning. While support from Solutions Architects will be available for deep dives into complex modeling or integration scoping, you will independently manage the majority of the technical sales conversation. Your ability to build immediate credibility and trust with sophisticated buyers is paramount. You will leverage your sales acumen to generate pipeline through strategic outbound efforts, rigorously qualify opportunities, and execute a disciplined sales process to close deals.
• **Driving Growth and Shaping the Future**
• Your success will be measured by your ability to consistently hit and exceed your Annual Recurring Revenue (ARR) quota, which is targeted between $1.32M–$1.44M. You will be responsible for building your own pipeline through proactive outbound strategies, ensuring a steady flow of qualified opportunities. Deal velocity is critical, as our median sales cycle is approximately 19 days, with an average contract value of around $24K. You will also focus on the quality of wins, ensuring that new customers are well-positioned for success with Runway. By joining Runway, you are not just selling a product; you are contributing to the evolution of a company and a category. You will work closely with the founding team, providing valuable feedback to refine our sales strategies and build a scalable sales organization.
• **Impact and Innovation**
• Runway empowers finance teams to transition from reactive spreadsheet managers to proactive strategic partners. You will be at the cutting edge of fintech and business intelligence, working with a product that offers significant value to fast-growing companies. This role offers immense growth potential, providing a platform for top performers to shape the sales organization, develop leadership skills, and potentially embark on their own entrepreneurial journeys, supported by Runway's unique founder-friendly ecosystem. We are a remote-first company operating across North America, fostering a culture of transparency, collaboration, and continuous improvement, with regular in-person company gatherings to strengthen connections and tackle complex challenges.
• **Key Responsibilities:**
• Own the full sales cycle for commercial and lower mid-market net-new logo acquisition.
• Prospect and build a robust pipeline through strategic outbound initiatives.
• Conduct discovery calls to deeply understand prospect needs and pain points.
• Deliver compelling product demonstrations tailored to the specific needs of finance leaders.
• Articulate Runway's value proposition, technical differentiators, and competitive advantages.
• Manage complex sales processes involving multiple stakeholders within prospect organizations.
• Build and maintain strong relationships with key decision-makers, including CFOs and Heads of FP&A.
• Qualify opportunities rigorously to ensure alignment with Runway's ideal customer profile.
• Develop and execute effective deal strategies to accelerate sales cycles.
• Collaborate with the founding team and product leaders to provide market feedback and refine the sales playbook.
• Maintain accurate and up-to-date CRM records and sales forecasts.
• Achieve and exceed assigned ARR quota targets.
• Stay abreast of industry trends in financial planning and business intelligence.

🎯 Requirements

• Minimum of 5 years of full-cycle B2B SaaS sales experience, with at least 3 years in a closing Account Executive role.
• Proven track record of consistently exceeding sales quotas in a high-growth environment.
• Experience selling finance, FP&A, or financial planning software (e.g., Anaplan, DataRails, Adaptive, Pigment, Mosaic, Causal, Vena) is a strong differentiator.
• Ability to independently lead technical sales conversations, including product demonstrations and competitive positioning.
• Genuine familiarity with finance team operations, including budgeting, forecasting, and scenario modeling.

🏖️ Benefits

• Competitive base salary ($196,000–$231,000 annually) and uncapped commission structure (OTE $280,000–$330,000 depending on location).
• Remote-first work environment with the flexibility to work from anywhere in North America.
• Quarterly company-wide in-person gatherings in San Francisco to foster team cohesion and strategic alignment.
• Opportunity to work at an early-stage startup with significant growth potential and the ability to shape the company's future.
• Comprehensive health, dental, and vision insurance plans.
• Generous paid time off (PTO) and holiday schedule.

Skills & Technologies

Remote

$196k-231k

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Runway AI, Inc.

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About Runway AI, Inc.

Runway AI, Inc. is a New York-based artificial intelligence company that develops generative video, image, and audio tools for creative professionals. Founded in 2018, it offers browser-based software enabling users to synthesize and edit media using machine learning models. Its flagship product, Gen-2, converts text prompts or images into short video clips. Runway targets filmmakers, designers, and marketers, providing APIs and enterprise solutions for automated content production and workflow integration.

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