Enterprise Account Executive

Runware is the unified developer platform for AI inference  —  one API for all AI . We are building infrastructure that runs AI faster, more cost-effectively, and with higher redundancy.

Companies like  Higgsfield, OpenArt, Freepik , and  Nightcafe  use Runware to power generative AI workflows in their products. Through a single API, without needing to manage the underlying infrastructure and model complexity themselves.

Today, Runware aggregates hundreds of AI model classes and hundreds of thousands of model variants behind one consistent schema and endpoint. Next, we aim to make every AI model available to every developer through a unified API. Building a platform that abstracts all of that, and serves >300 million end-users across >200,000 developers, requires solving the industry's hardest problems across ML systems, infrastructure, API design, and developer experience simultaneously.

About the Role

We’re hiring an Enterprise Account Executive , a key GTM hire responsible for owning complex sales cycles, closing strategic accounts, and helping define how Runware wins with AI-native and enterprise customers.

This is a hunter-first role . Success will depend on your ability to create pipeline, generate demand, and win net-new business in a fast-moving AI market.

You’ll work closely with founders, GTM leadership, Product, Engineering, and Solutions to move opportunities from initial engagement through technical validation, commercial negotiation, and close.

We are particularly interested in candidates who are excited by the AI ecosystem, comfortable with technical products, and motivated by building in early-stage environments.

• Location: San Francisco Bay Area or the UK
• Work setup: Fully remote, working from home within one of the supported locations above

What You’ll Do

Pipeline Ownership & Deal Execution

• Own the full sales cycle from prospecting and qualification through discovery, technical validation, negotiation, and close
• Build and manage a pipeline of enterprise and strategic accounts, generating opportunities through outbound prospecting, ecosystem engagement, referrals, events, partnerships, and other creative account strategies
• Prioritize and advance opportunities based on technical fit, urgency, product signals, and revenue potential
• Drive multi-threaded deal strategies across technical evaluators, business stakeholders, procurement, and executive sponsors
• Own quota and revenue outcomes across a defined set of strategic and enterprise accounts

Customer Engagement & Solution Selling

• Lead discovery conversations to understand technical requirements, infrastructure needs, commercial priorities, and decision criteria
• Run tailored demos and commercial conversations focused on performance, cost, reliability, and developer velocity
• Guide customers through benchmarks, proof-of-concepts, security reviews, pricing discussions, and rollout plans
• Translate complex AI infrastructure and API capabilities into clear business value
• Build relationships across the AI ecosystem and proactively identify emerging customer needs, use cases, and market trends

Cross-Functional Collaboration

• Work directly with founders and GTM leadership on strategic account planning and revenue goals
• Partner with Product and Engineering to coordinate evaluations, technical blockers, and customer feedback
• Collaborate with Marketing on events, campaigns, messaging, and case studies
• Maintain strong CRM hygiene, forecasting discipline, and pipeline reporting

Requirements

• 5+ years of experience in Account Executive, Enterprise AE, Strategic AE, or similar closing roles
• Proven success closing complex, multi-stakeholder deals involving technical products
• Strong preference for candidates with experience selling into AI-native companies, developer-focused organizations, or technical product teams
• Experience selling into fast-moving environments with technical buyers, usage-based economics, and product-led adoption motions
• Strong communicator, comfortable engaging executive, technical, procurement, operational, and engineering stakeholders
• Ability to build credibility with technical buyers and product teams
• Strong discovery, qualification, forecasting, negotiation, and close-planning skills
• High-agency mindset with the ability to create momentum and thrive in ambiguous startup environments
• Genuine interest in AI, developer workflows, infrastructure, and emerging technologies
• Based in San Francisco Bay Area or UK.

Particularly Relevant Backgrounds

• AI infrastructure and AI-native platforms
• Developer tools and APIs
• Cloud, data, and MLOps platforms
• Technical SaaS sold into engineering, product, or developer teams

While enterprise sales experience is important, relevance to AI-native customers and technical buying environments will be weighted more heavily than tenure alone.

This is not a role for a first-time enterprise ($100K+ ARR) seller.

Who Thrives at Runware

• Builders who enjoy creating opportunities rather than inheriting them
• Sellers who learn technical products quickly
• People who are naturally curious about AI and emerging technologies
• Operators who move fast, create urgency, and take ownership
• Candidates who enjoy startup environments with high autonomy and low bureaucracy

We are not looking for a traditional enterprise salesperson. We are looking for a technically curious, AI-minded hunter who thrives in fast-moving environments and enjoys helping define a category as it emerges.

Nice to Have

• Experience selling developer tools, APIs, AI/ML platforms, or infrastructure products
• Familiarity with image, video, or multimodal AI workflows
• Experience as an early GTM hire or member of a founding sales team
• Experience closing six-figure or strategic platform deals
• Existing network in the Bay Area, UK startup ecosystem, or AI ecosyste

Benefits

We’re a remote-first collective, meeting in person twice a year to plan, brainstorm, celebrate wins, and enjoy some face-to-face time. We have core hours for cooperative working and calls, but outside of that your calendar is yours. Work the hours that let you perform at your peak while also building a healthy life.

Our release cycles are fast and intense, but they’re followed by real downtime. After big pushes we expect the team to unplug, recharge, and come back ready & stronger than ever for the next leap.

• Generous paid time off  – vacation, sick days, public holidays
• Meaningful stock options  – share in the upside you create
• Remote-first setup  – work from home anywhere we can employ you
• Flexible hours  – own your schedule outside core collaboration blocks
• Family leave  – paid maternity, paternity, and caregiver time
• Company retreats – twice-yearly gatherings in inspiring locations