Enterprise Account Executive

📋 Description

• **Runware serves as the comprehensive developer platform for AI inference** — **one API for all AI**. Our mission is to develop infrastructure that enhances AI performance, reduces costs, and increases redundancy.

• Renowned companies such as **Higgsfield, OpenArt, Freepik**, and **Nightcafe** leverage Runware to streamline generative AI workflows in their offerings. They utilize a single API, eliminating the need to manage the underlying infrastructure and model complexities independently.

• Currently, Runware consolidates hundreds of AI model classes and numerous model variants under a unified schema and endpoint. Our objective is to make every AI model accessible to all developers via a single API. Creating a platform that abstracts these complexities and serves over 300 million end-users across more than 200,000 developers entails tackling some of the toughest challenges in ML systems, infrastructure, API design, and developer experience concurrently.

• **About the Role:** We are seeking an **Enterprise Account Executive**, a pivotal GTM hire who will manage intricate sales cycles, close strategic accounts, and contribute to defining Runware's success with larger AI-native and enterprise clients.

• You will collaborate closely with founders, GTM leadership, Solutions, Product, and Engineering to progress high-value opportunities from the initial engagement through technical validation, commercial negotiation, and final closure. This role is ideal for someone who excels in early-stage environments, is adept at navigating technical products, and knows how to establish trust with both executive buyers and hands-on technical stakeholders.

• This position is **US-first** and involves some travel, in-person collaboration, customer meetings, and engagement within the ecosystem as essential components of the role.

• What You’ll Do:

• Pipeline Ownership & Deal Execution

• - Oversee the complete sales cycle from prospecting, employing product-led growth principles, and qualifying through discovery, technical validation, negotiation, and closure.

• - Develop and manage a pipeline of enterprise and strategic accounts spanning AI-native SaaS companies, developer platforms, creative tools, and high-volume builders.

• - Prioritize opportunities based on product-led growth indicators, technical compatibility, urgency, and revenue potential.

• - Execute multi-threaded deal strategies involving technical evaluators, business stakeholders, procurement, and executive sponsors.

• Customer Engagement & Solution Selling

• - Conduct discovery conversations to ascertain technical requirements, commercial priorities, infrastructure needs, and decision-making criteria.

• - Deliver tailored demos and commercial discussions that align Runware’s platform with customer objectives regarding performance, cost, reliability, and developer velocity.

• - Assist customers in navigating benchmarks, proof-of-concepts, security discussions, pricing negotiations, and rollout strategies.

• - Translate intricate AI infrastructure and API capabilities into tangible business value for both technical and non-technical stakeholders.

• - Maintain a comprehensive understanding of the AI ecosystem to proactively research and comprehend a diverse range of potential customer needs and use cases.

• Cross-Functional Collaboration

• - Collaborate directly with founders and GTM leadership on strategic account planning, deal progression, and revenue objectives.

• - Partner with Product and Engineering to align evaluations, address technical challenges, gather feedback, and incorporate insights from the field into the roadmap.

• - Team up with Marketing on messaging, case studies, events, and campaigns that facilitate enterprise pipeline development and conversion.

• - Ensure strong CRM practices, maintain forecasting discipline, and keep account notes and pipeline reports up to date.

• Execution & Ownership

• - Take ownership of quota and revenue results across a defined set of strategic and enterprise accounts.

• - Enhance the repeatability of Runware’s enterprise sales approach by refining messaging, qualification criteria, sales processes, and closing strategies.

• - Contribute to shaping how Runware engages with larger organizations where technical validation, internal alignment, and procurement rigor are crucial.

• - Bring urgency, structure, and sound judgment to every phase of the deal cycle.

⛳️ Requirements

• - 5–8+ years of experience in Account Executive, Enterprise AE, Strategic AE, or comparable closing roles (SaaS, devtools, AI, infrastructure, or rapidly growing startups preferred). Runware seeks a seasoned expert with a proven history of managing complex deals and delivering a clear and focused sales process for forecasting reviews. This position is not suitable for first-time enterprise ($100K ARR+) sellers.

• - Demonstrated success in closing complex, multi-stakeholder deals involving technical products.

• - Excellent communicator, comfortable engaging with executive, technical, procurement, and operational stakeholders.

• - Proficient in pitching to technical, stakeholder, and layperson audiences.

• - Strong deal management capabilities, encompassing discovery, qualification, forecasting, negotiation, and closure planning.

• - High-agency operator with robust follow-through and the capacity to create structure in low-process, zero-to-one environments.

• - Inquisitive and commercially astute, with an interest in models, inference costs, infrastructure performance, and developer workflows.

• - Genuine enthusiasm for the generative AI ecosystem.

• - Based in or willing to regularly be present in **San Francisco and other AI tech hubs**.

• Nice to Have:

• - Experience in selling developer tools, APIs, AI / ML platforms, or infrastructure products to technical teams.

• - Familiarity with image, video, or multimodal AI workflows.

• - Prior experience as an early GTM hire or part of a founding sales team.

• - Experience in closing six-figure or strategic platform deals.

• - Established network within the SF / Bay Area startup or AI ecosystem.

🏝️ Benefits

• We operate as a remote-first collective, convening in person twice a year to strategize, brainstorm, celebrate achievements, and enjoy face-to-face interactions. We have designated core hours for collaborative work and calls, but outside of that, your calendar is yours. You can work the hours that enable you to perform at your best while also fostering a healthy lifestyle.

• Our release cycles are rapid and intense, but they are followed by genuine downtime. After significant pushes, we encourage the team to disconnect, recharge, and return ready and stronger for the next challenge.

• - **Generous paid time off** – vacation, sick days, public holidays.

• - **Meaningful stock options** – share in the success you help create.

• - **Remote-first setup** – work from home wherever we can employ you.

• - **Flexible hours** – take control of your schedule outside core collaboration blocks.

• - **Family leave** – paid maternity, paternity, and caregiver time.

• - **Company retreats** – twice-yearly gatherings in inspiring locations.