Engagement Manager

Runbook•San Francisco, CA

1d•Onsite

About The Position

Runbook builds AI agents that automate the manual coordination work running operations teams in the physical economy — transportation, field services, manufacturing, retail. Founded by Obaid Khan (founder of Motive) with a team that's seen this market from the inside. Engagement Managers run the front of the deal: discovery, qualification, business case, and close. You partner with our agent product managers on what we build for a customer, and hand off to our deployment team after signature. You're early on the GTM team and you'll shape the playbook the next ten EMs run. Reports to the CEO, who previously scaled a multi-billion-dollar business. You see what's possible for customers before anyone else does, and you bring that signal back to product, engineering, and GTM.

Requirements

4–10 years across some combination of management consulting, investment banking, private equity, strategy & ops, or enterprise sales.
You've been in front of senior buyers and you've owned outcomes.
Competitive paranoia. You're always thinking about how to make the deal go faster and where it can fall apart.
You see around corners and help customers and teammates see around them too.
High pain tolerance. Enterprise procurement, security review, legal redlines, stalled champions, reorg'd buyers — you stay in motion.
You don't need a playbook to be written for you; you write the next version of it.
Business case fluency. You can sit with an operator for an hour and walk out with the inputs to a defensible ROI.
You know what a CFO will push on and you've already accounted for it.
Technical intuition. You don't need to write code. You do need to understand how AI agents work well enough to explain why one approach fits a workflow and another doesn't — and to know when to pull in our agent product managers.
Clear writing and clear speaking. Short sentences. Real numbers. No jargon padding.

Nice To Haves

Current startup experience. You're in a Series A–D environment now and you're fluent in the pace and the ambiguity. Not required — we'll teach the Runbook part — but it shortens the ramp.
Domain. Logistics, transportation, field services, manufacturing, or retail operations. Helpful, not required.

Responsibilities

Run the deal. Own the cycle from first conversation to signed MSA across enterprise accounts.
Drive pace, sequence stakeholders, and keep the deal alive through procurement, security, and legal.
Lead discovery from strategic objectives to top use cases to workflow automation candidates.
Pull a real picture of how the customer's operation runs today — systems, handoffs, the people doing the work, where it breaks.
Pressure-test which workflows we should actually go after.
Build ROI cases by extracting context from operators and finance.
Enable your champions to vouch for our solution internally.
Hold your own with COOs, CIOs, and VPs of Operations.
Translate AI agents into operational language, and operational pain into something Product can build against.
Bring back signal. What customers ask for that we don't have, what works in the room and what doesn't, where the next deal lives. The patterns you spot become roadmap, positioning, and pipeline.