Founding Enterprise BD Lead — AI Infrastructure

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 larger AI-native and enterprise customers. You’ll work closely with founders, GTM leadership, Solutions, Product, and Engineering to move high-value opportunities from initial engagement through technical validation, commercial negotiation, and close. This role is well suited to someone who thrives in early-stage environments, is comfortable navigating technical products, and knows how to build trust with both executive buyers and hands-on technical stakeholders. This position is US-first with some travel, in-person collaboration, customer meetings, and ecosystem engagement as a core part of the role. What You’ll Do Pipeline Ownership & Deal Execution Own the full sales cycle from prospecting through product-led-growth first principles and qualification through discovery, technical validation, negotiation, and close Build and manage a pipeline of enterprise and strategic accounts across AI-native SaaS companies, developer platforms, creative tools, and high-volume builders Prioritize opportunities based on product-led-growth signals, technical fit, urgency, and revenue potential Drive multi-threaded deal strategies across technical evaluators, business stakeholders, procurement, and executive sponsors Customer Engagement & Solution Selling Lead discovery conversations to understand technical requirements, commercial priorities, infrastructure needs, and decision criteria Run tailored demos and commercial conversations that connect Runware’s platform to customer goals around performance, cost, reliability, and developer velocity Guide customers through benchmarks, proof-of-concepts, security conversations, pricing discussions, and rollout plans Translate complex AI infrastructure and API capabilities into clear business value for both technical and non-technical stakeholders Understand the AI ecosystem well enough to be proactive about research and understanding a wide variety of potential customer needs and use cases Cross-Functional Collaboration Work directly with founders and GTM leadership on strategic account planning, deal progression, and revenue goals Partner with Product and Engineering to coordinate evaluations, technical blockers, feedback loops, and roadmap insights from the field Collaborate with Marketing on messaging, case studies, events, and campaigns that support enterprise pipeline creation and conversion Maintain strong CRM hygiene, forecasting discipline, account notes, and pipeline reporting Execution & Ownership Own quota and revenue outcomes across a defined set of strategic and enterprise accounts Improve the repeatability of Runware’s enterprise sales motion by refining messaging, qualification criteria, sales process, and close strategy Help shape how Runware sells into larger organizations where technical validation, internal alignment, and procurement rigor matter Bring urgency, structure, and sound judgment to every stage of the deal cycle 5–8+ years of experience in Account Executive, Enterprise AE, Strategic AE, or similar closing roles (SaaS, devtools, AI, infrastructure, or fast-growing startups preferred). Runware needs a seasoned veteran with multiple examples of managing complex deals and presenting clear and focused sales process for forecasting reviews. This is not a role for a first-time enterprise ($100K ARR+) seller Proven track record of closing complex, multi-stakeholder deals with technical products Strong communicator, comfortable engaging executive, technical, procurement, and operational stakeholders technical, stakeholder and lay person pitch Strong deal management skills, including discovery, qualification, forecasting, negotiation, and close planning High-agency operator with strong follow-through and the ability to create structure in low-process, zero-to-one environments Curious and commercially sharp, with interest in models, inference costs, infrastructure performance, and developer workflows Genuine interest in the generative AI ecosystem Based in or willing to be regularly present in San Francisco and other AI tech hubs Nice to Have Experience selling developer tools, APIs, AI / ML platforms, or infrastructure products into technical teams Familiarity with image, video, or multimodal AI workflows Previous experience as an early GTM hire or part of a founding sales team Experience closing six-figure or strategic platform deals Existing network in the SF / Bay Area startup or AI ecosystem 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 #J-18808-Ljbffr Runware Inc.