COMMAND DASHBOARD
Live signal — why now: Generative AI company describes the role as the CRO’s critical early hire and a zero-to-one build of the entire revenue machine, including AI systems architecture.
Executive pain hypothesis: The company needs a GTM operating system built from scratch rather than incremental process maintenance.
Role mandate: Runway is hiring for Director / VP, Revenue Operations to own revenue systems, forecasting, and cross-functional operating cadence — the operational backbone connecting Sales, Marketing, and Customer Success.
Honest application risk: VP-level expectations and likely preference for prior high-growth SaaS RevOps leadership.
Role details: Location: Remote across United States and Canada · Compensation: Not disclosed in reviewed posting

Exceptional founder-builder alignment: blank-canvas complexity, territories, quotas, forecasting, onboarding, AI productivity, and operating precision. Lead with Jay’s ability to architect systems, agent roles, workflows, approval gates, and training from first principles. The strategic gap is unambiguous: Runway needs an operator who builds the revenue operating system from first principles — not one who merely maintains an inherited one.

Days 1–90Q1 — FOUNDATION
Days 91–180Q2 — BUILD
Days 181–270Q3 — SCALE
Days 271–365Q4 — OPTIMIZE
Conservative

Unified pipeline visibility and a reliable forecasting cadence established; manual reporting and triage materially reduced across Runway's revenue team.

Target

Automated routing, qualification, and follow-up lift speed-to-lead and conversion; forecast accuracy and cross-functional operating cadence reach maturity.

Stretch

Repeatable revenue infrastructure scales Runway's go-to-market output without proportional headcount, with real-time executive visibility across the funnel.

Strategic Summary

Core Opportunity

Runway is hiring for Director / VP, Revenue Operations at a decisive moment. The company needs a GTM operating system built from scratch rather than incremental process maintenance. Without dedicated ownership of the revenue operating system, that pressure compounds as the company grows.

Execution Thesis

Exceptional founder-builder alignment: blank-canvas complexity, territories, quotas, forecasting, onboarding, AI productivity, and operating precision. Lead with Jay’s ability to architect systems, agent roles, workflows, approval gates, and training from first principles. That is why this application is different — and why a conversation with Runway is warranted now: Jay builds the operating system from first principles. Production systems, not theory.

Production systems, not theory. Revenue captured, not demos given.