🤝 Technical Account Executive, Commercial

ABOUT RUNWAY Runway is a collaborative business planning platform designed to make business intuitively understandable for everyone. Our Mission: To make business accessible and understandable to everyone. We believe that teams that understand the “why” behind their work are more productive and make better decisions. True alignment and collaboration come from having a shared source of truth that everyone understands. Our Approach: Runway replaces traditional spreadsheets with a modern planning platform that brings clarity and context to business operations for all teams — not just finance. Just as Figma made design accessible across the organization, Runway does the same for business planning. Why It Matters: Understanding requires more than just access to numbers; real collaboration happens when teams see how their work fits into the bigger picture. By providing this context, Runway helps teams save time and move faster. Our Customers: World-class companies like AngelList, Superhuman, Stability.AI http://Stability.AI, ConvertKit, Lambda Labs, Lob, and SandboxVR rely on Runway to run their businesses more efficiently. Our Investors: We are 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), Eugene Wei, Lenny Rachitsky, Nikita Bier, Scott Belsky, Soleio Cuervo, Balaji Srinivasan, and many others. WORKING AT RUNWAY 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. We strive to be clear in our communication and over-communicate by default. We're remote-first, so you can work from anywhere in North America. However, we also believe in the value of face-time to solve really hard problems, so we: - Meet together as a company every quarter in our San Francisco office. - Open up offices in places with many teammates (we currently have offices in SF and NYC). - Make it easy to fly out and meet together. Below are the values we share as a team, so if you like these, you’ll enjoy working here. OUR VALUES - 💩 Give a Shit: Giving a shit can’t be taught. It’s an inner drive that compels you to do what’s right and do it well. Have passion, take pride, and care deeply about your impact. - 💡 Create Clarity: Cut through ambiguity and reveal the truth. Start with why, then answer how and what. Treat problems like puzzles, dig deeper, and find the right path. - 🤝 Build Trust: With trust, it’s safe to take risks. We get there by being open, honest, and accountable. Actively listen, speak your mind, and consistently show up. - ✨ Raise the Bar: Scrap the status quo and push yourself to create something that wows. Get others excited to do the same. Iterate, elevate, and don’t stop moving forward. WHAT WILL YOU BE DOING? As a Technical Account Executive at Runway, you'll operate as a true finance technology advisor; owning the full sales cycle for commercial and lower mid-market opportunities, from prospecting through close. Our buyers are CFOs, Heads of FP&A, and finance leaders at high-growth companies navigating a crowded market: some are stuck in spreadsheets, others are locked into legacy FP&A platforms that havenhow't delivered on their promise. In an era where finance teams are being asked to do more with less, the gap between "what's possible" and "what finance actually needs" is closing fast. We're looking for someone who can bridge that gap in the first meeting, not the fifth. This isn't a role where you hand off technical conversations to a Solutions Engineer. You're the advisor from day one — deeply fluent in how finance teams operate, able to speak credibly to the architectural and product decisions that make Runway different, and capable of building immediate trust with today's buyer. You have the core responsibilities of a full-cycle AE (pipeline generation, deal strategy, and executive relationships) paired with the technical acumen to make every demo count. This is a net-new logo role. You're a hunter: building pipeline through outbound, qualifying hard, and closing. You won't be managing a book of existing accounts — your job is to win new ones. You'll work closely with our founding team to sharpen the sales motion and help build the playbook that future sellers will follow. A few numbers to set context: our median deal cycle is 19 days, average contract size is ~$24K, and quota expectation is $1.32M–$1.44M ARR annually. WHAT WILL YOU BE DOING? Core Skillset - 5 years of full-cycle B2B SaaS sales experience, with at least 3 years in a closing role - Proven track record of consistently exceeding quota — you can walk through your numbers and explain the context - Experience selling finance, FP&A, or financial planning software is a strong differentiator (think Anaplan, DataRails, Adaptive, Pigment, Mosaic, Causal, Vena, or similar) - Comfort running fast-moving, high-velocity deal cycles with multiple stakeholders across finance and operations - Ability to run the full technical conversation independently — competitive positioning, architectural differentiation, and product demos — reserving Solutions Architect support for deep model reviews and complex integration scoping - Genuine familiarity with how finance teams operate: budgeting cycles, board reporting, headcount planning, scenario modeling - Strong sales hygiene and process discipline; you can articulate how you qualify, advance, and close deals with rigor and consistency - Experience selling to CFOs, VPs of Finance, or FP&A leaders at Series A to growth-stage companies Secondary Skillset - Background at high-bar sales organizations in fintech, SaaS, or technical tools (e.g., Segment, Twilio, CB Insights, Fundera/NerdWallet, or similar orgs known for rigorous sales training) - Early-stage startup experience (Series A–C) where you helped shape or iterate on the sales motion - Strong outbound instincts — you know how to build pipeline, not just work inbound HOW YOU'LL BE MEASURED - Quota attainment: Consistently hitting and exceeding your ARR target ($1.32M–$1.44M) - Pipeline generation: Owning your outbound — you build your own pipeline and don't wait for leads to come to you - Deal velocity: Moving deals efficiently through a short cycle with strong forecast accuracy - Win quality: Closing customers who are genuinely set up to succeed with the product WHY RUNWAY? - Impact: Help finance teams operate like strategic partners, not spreadsheet managers. - Innovation: Work on the frontier of fintech and business intelligence. - Growth: Join at a stage where top performers can shape the sales org and grow into leadership. --------------------------------------- ⚠️ Note to Founders At Runway, our commitment to our mission goes hand in hand with our dedication to cultivating the next generation of entrepreneurs. Around 10% of our team members have been founders themselves, and several early employees have successfully exited to start their own ventures — some backed by our founder Siqi Chen, who has invested in over 200 startups to date. By stepping into this role, you'll help shape and grow an array of customer businesses, gaining firsthand insights into diverse operational strategies, monetization models, and long-term vision planning. Paired with our open and transparent culture, Runway offers a uniquely supportive environment for those aspiring to launch their own company in the future. --------------------------------------- At Runway, we believe in compensation that reflects both the value of the role and the realities of where you live and work. The typical base salary range for this position is $196,000–$231,000 annually. The range application is as outlined below. Tier 1 — California, New York and select cities in the metropolitan areas of Boston, Chicago, Seattle, and Washington DC OTE $308,000–$330,000 | Base $215,000–$231,000 | Variable $92,400–$99,000 at full quota attainment Tier 2 — All Other Locations OTE $280,000–$300,000 | Base $196,000–$210,000 | Variable $84,000–$90,000 at full quota attainment Your recruiter will confirm the applicable range for your location during the hiring process. Individual pay within the range is determined by job-related skills, experience, and relevant education or training as assessed during the interview process. All figures reflect base salary and on-target variable only and do not include equity or benefits.