Director/ VP of Revenue Operations

Join Runway, a leading AI company, as the Director/VP of Revenue Operations. In this zero-to-one role, you will design and build the infrastructure for our revenue organization, including territory architecture, quota modeling, forecasting methodology, and deal desk governance. You will also manage our GTM tech stack and drive the annual GTM planning cycle. This is a unique opportunity to shape the future of our company and make a significant impact on our growth.

• Architecting and building the revenue operations infrastructure, including territory design, quota modeling, and forecasting methodology.
• Designing and orchestrating AI systems architecture to improve productivity per Account Executive (AE).
• Driving the annual go-to-market planning cycle, including headcount modeling, OKR setting, territory design, quota assignment, and comp plan rollout.
• This role requires someone who is energized by blank-canvas complexity, not process optimization
• Experience building and scaling GTM infrastructure in the $100M–$500M ARR stage
• Strong ownership of forecasting, territory design, quota planning, and pipeline analytics
• Experience supporting enterprise sales motions and complex deals
• Systems-oriented operator with strong analytical and problem-solving skills
• Builder mindset with comfort operating in fast-paced, ambiguous environments
• Hands-on experience with modern GTM tools (Salesforce, Gong, Clay, Slack , Claude, etc.)
• 8+ years in RevOps, GTM Strategy, Sales Strategy, or related roles at high-growth B2B SaaS/ AI companies
• Experience with GTM automation, AI tooling, or outbound systems is a plus
• Ability to influence executives and drive alignment across Sales, Marketing, and Finance