Runware

Account Manager

• Own and negotiate strategic model-provider relationships: Manage and deepen relationships with the leading generative media model providers - spanning frontier labs, generative media model creators, open-source communities, audio and 3D model providers, and inference infrastructure partners. Our current ecosystem includes partners such as Google, OpenAI, Black Forest Labs, ElevenLabs, Luma AI, ByteDance, Runway, and Ideogram, among many others across image, video, audio, and 3D modalities. You will own the full commercial relationship end-to-end and maintain strong visibility into partner roadmaps, launches, pricing changes, model capabilities, and strategic opportunities.
• Negotiate best-in-market commercial terms: Lead negotiations on pricing, volume commitments, credits, preferred access, support levels, SLAs, roadmap visibility, co-marketing, launch support, enterprise terms, and non-standard strategic deal structures.
• Turn partnerships into business value: Identify and execute opportunities that improve product capabilities, reduce costs, improve margins, accelerate model launches, enhance customer experience, or differentiate Runware in the market.
• Coordinate across internal teams: Act as the connective tissue between model providers and Product, Engineering, Sales, Marketing, Finance, Legal, and leadership. Coordinate product evaluation, integration handoffs with Product and Engineering, customer messaging, sales enablement, finance modeling, and legal/commercial review.
• Maintain AI market intelligence: Track new model releases, benchmark shifts, pricing changes, context-window improvements, multimodal capabilities, latency and reliability tradeoffs, enterprise terms, ecosystem moves, and competitor access. Convert this information into clear internal updates and recommendations.
• Drive partner-led launches on the commercial side: Coordinate timing with model creators, secure preferred or exclusive access, align launch narratives across Marketing and Sales, partner with Product and Engineering on the integration build, and ensure launches translate into measurable pipeline impact.
• Support GTM and customer communication: Help Sales and Marketing translate model-provider updates into customer-facing value, launch narratives, partner comparison notes, competitive positioning, sales enablement, and customer-ready messaging.
• Build a scalable partnership operating rhythm: Create and maintain partner account plans, executive relationship maps, QBRs, negotiation trackers, pricing and terms databases, launch calendars, model-update summaries, escalation paths, and partnership performance reporting.

Senior Partnerships Manager

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 RoleWe’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

Enterprise Account Executive

Developer Relations

• Represent Runware at meetups, hackathons, conferences, and workshops across the Bay Area and beyond.
• Deliver live demos, lightning talks, hands‑on sessions, and technical walkthroughs.
• Partner closely with the Marketing & Events Lead to plan, prepare, and execute community‑focused initiatives.
• Follow up with write-ups, recaps, or topic-driven posts that extend the conversation beyond the room and keep the community engaged online
• Build and nurture a strong local AI developer community around Runware.
• Support developers across Discord, GitHub, X/Twitter, Reddit, and other community channels.
• Help developers integrate Runware’s API, troubleshoot issues, and explore use cases.
• Collect and synthesize developer feedback to inform product and engineering teams.
• Develop a deep understanding of Runware’s AI models — capabilities, limitations, and ideal use cases.
• Create compelling demos, prototypes, and example projects that showcase real‑world applications.
• Maintain technical accuracy and clarity in all public interactions and presentations.
• Work with product, engineering, and marketing teams to translate new capabilities into community‑ready demos and narratives.
• Support product launches through event participation, live showcases, and developer outreach.

Senior Partnerships Manager

Enterprise Account Executive

Developer Relations Engineer