Director/ VP Revenue Operations (AI)

TL;DR

Director/ VP Revenue Operations (AI): Designing and scaling the GTM infrastructure and revenue engine for an AI world-model company with an accent on AI systems architecture, quota modeling, and forecasting precision. Focus on building zero-to-one revenue operations, automating GTM signals, and optimizing AE productivity through AI agents.

Location: Must be based in the US or Canada (Remote or Hybrid in NYC, San Francisco, Seattle)

Salary: $270K – $330K

Company

Runway is building AI to simulate the world by merging art and science, creating world models to accelerate progress in robotics, disease, and scientific discovery.

What you will do

• Build the GTM operating system, including reporting, structure, and mandate, evolving RevOps into the CRO's primary OS.
• Design territory architecture and quota modeling processes for all AE segments, including capacity planning and scenario analysis.
• Establish a MEDDICC-based forecasting methodology and manage the deal desk, pricing guardrails, and custom quote governance.
• Architect and deploy GTM AI agents (Signal, Research, Sequence, Forecast) to significantly improve productivity per AE.
• Develop the PLG-to-Enterprise signal layer and continuous ICP scoring models based on compounding deal data.
• Drive annual GTM planning cycles, including headcount modeling, OKR setting, and comp plan rollout.

Requirements

• 8+ years in RevOps, GTM Strategy, or Sales Strategy at high-growth B2B SaaS or AI companies.
• Proven experience scaling GTM infrastructure specifically in the $100M–$500M ARR stage.
• Deep expertise in forecasting, territory design, quota planning, and pipeline analytics.
• Hands-on proficiency with modern GTM tools including Salesforce, Gong, Clay, and AI tooling like Claude.
• Must be based in the US or Canada.
• Strong builder mindset with the ability to operate in fast-paced, ambiguous, zero-to-one environments.

Nice to have

• Experience with GTM automation, AI tooling, or advanced outbound systems.

Culture & Benefits

• Opportunity to work at the frontier of AI with a team determined to build "impossible things".
• Inclusive environment committed to diversity, pay equity, and equal opportunity.
• Recognized as a best place to work by Crain's, BuiltIn NYC, and INC.
• Competitive compensation package based on market rates for size and stage.