🤝 Account Executive



Sales & Business Development
United States · Canada · Mexico
Posted on Thursday, February 15, 2024

What is Runway?

Runway’s mission is to make business accessible and understandable to everyone.

We believe making business accessible and understandable to everyone helps people make better decisions, helps teams get better aligned, and helps everyone understand the impact of their work.

That’s why we’re building Runway, a next-generation business planning platform that replaces the spreadsheets used to run businesses with a modern, intuitive product. Runway empowers everyone in the company to understand how the business works and enables folks to make better decisions together.

Already, companies like AngelList, Superhuman, Stability.AI, Lob, Grain, SandboxVR and many more, large and small, choose Runway to run their businesses, and more companies are joining them every day.

We’re supported by a select group of investors that we admire, including Garry Tan (YC & Initialized), a16z, Elad Gil, Naval Ravikant, Dylan Field (founder of Figma), Eric Ries, Claire Hughes Johnson (COO of Stripe), Henry Ward (founder of Carta), Akshay Kothari (COO of Notion), Eric Ries, Eugene Wei, Lenny Rachitsky, Nikita Bier, Scott Belsky, Soleio Cuervo, Balajis, and many others.

What's it like to work at Runway?

We're remote-first, so you can work from anywhere in the world. We maintain core working hours of 11AM to 4PM PT, when we're all online and available at the same time. We strive to be clear in our communication and over-communicate by default.

We're early, so you'll have an opportunity to shape not just our product, but the company itself: who we work with, and how we work together.

Below are the values we share as a team, so if you like these, you may enjoy working here. (And if you don't like them, please tell us what we're missing in our thinking!)

What are our values?

  • 🚀 Accelerate (Moving Fast, Continuously Improving, Going the Distance)

  • 🪄 Create Magic (Build Magical Experiences, Craft Magical Stories, Begin with the Ending)

  • ⚔️ Invent Together (Active Listening, Invent New Solutions, Disagree and Commit)

  • 🤝🏾 Trust by Default (Assume Good Intent, Trust Proactively, Being Trustworthy)

  • 🙇 High Standards, Low Egos (Unreasonably High Standards, Humility and Self Awareness, Putting the Team First)

Job Description

The first Account Executive is responsible for supercharging Runway’s growth.

Customers and evangelists will delight in the go-to-market motions that you build with resourcefulness and ingenuity and the organization will be better for the customer insights that you will deliver. You will work directly with leadership and product to build, shape, and iterate in a way that sets up the organization for long term success. And, your work today will directly impact and serve as the foundation for the high-growth strategies that we build for years to come.

What will you be doing?

  • Build processes and leverage data to build a credible, scalable selling motion that can be easily communicated with the broader organization

  • Leverage a creative and empathetic communication style to build an exemplary sales process that is differentiated in branding and positioning

  • Run point on all aspects of deal execution, from evaluating and assessing the strategic and economic impact of potential opportunities to deal structuring and negotiating

  • Develop and nurture key relationships with our partners and within the broader ecosystem, while orchestrating the right executive touch points

  • Ensure the success of the sales team is built alongside the success of Customer Success, Marketing, Design, and Product teams in ways that expedite Runway’s ability to learn, iterate, and deliver an excellent experience to each prospect and customer

Who are we looking for?

  • Success at building and scaling a high volume, fast-paced technical sales cycle. Ideally this includes 4+ years of experience successfully selling software

  • Experience going from $0 to $10M in ARR, and comfortable running point on multiple different types of customer engagements

  • Ability to build territories, set and meet targets, and multitask with excellent organizational skills

  • Comfort in fast paced environments, flourish with minimal guidance, and handle uncertainty and ambiguity