Pricing Lead

Runway

1d • $290,000 - $360,000 • Remote

About The Position

Runway Creative is an all-in-one platform giving creators and businesses endless ways to generate and edit video, images, and audio. Our customers range from individual creators on self-serve plans to studios and enterprise marketing teams, and they generate with both Runway's own models and leading third-party models, all on one platform. We're hiring a Pricing & Packaging Lead to own how Runway creates and captures value across all of it. You'll partner closely with our Self-Serve Product Lead to evolve our plans and credits, build the path from self-serve to enterprise, and set the pricing for every model we launch and every third-party model we serve. You'll build the pricing framework the rest of the company uses, and you'll be accountable for revenue growth, gross margin, and customer trust in equal measure.

Requirements

• 10+ years across pricing, monetization, strategy, or strategic finance, with 5+ years directly owning pricing and packaging decisions.
• A track record of moving revenue, conversion, and margin, not just producing recommendations.
• Deep experience with usage, credit, or consumption-based pricing. You can build a cost-to-serve and margin model from compute and inference inputs, and you understand how hybrid seat + usage models behave in the wild.
• Experience across self-serve and sales-led motions. You've shipped pricing changes for PLG subscription products and designed the contracts and guardrails that support enterprise expansion.
• Rigorous and experimental. You're fluent in pricing experiments, willingness-to-pay research, and cohort analysis, and comfortable in SQL and financial models.
• You thrive in an environment with rapid pace and a high accountability culture. You make decisions with incomplete information and know when a pricing call needs more data and when it needs to ship.
• Excellent written and verbal communication. You can drive a decision across Product, Finance, Research, and Sales, and explain a pricing change to customers in a way that builds trust.

Nice To Haves

• Pricing experience at an AI lab, AI-native product, API or developer platform, or creative tools company
• Experience pricing third-party or marketplace offerings.

Responsibilities

• Own self-serve pricing & packaging: partner with the Self-Serve Product Lead on our plan ladder and credit design, including allowances, rollover, top-ups, annual vs. monthly, and regional pricing. Run a continuous program of pricing and packaging experiments with Growth and Data.
• Build the path to enterprise: design the triggers, team and workspace constructs, seat and credit-pool models, and commit and consumption contracts that move customers from self-serve to enterprise. Equip Sales with pricing playbooks, discount bands, and deal guardrails.
• Create a company-wide pricing framework: publish Runway's pricing principles, value metrics, and decision process so any product team can price new features and products with confidence. Run a regular pricing council with Product, Finance, Research, and GTM.
• Price our models: set launch pricing for every Runway model release, working with Research and Infrastructure on cost-to-serve. Define how model pricing evolves from launch through deprecation as inference costs change.
• Own third-party model economics: set credit pricing and target margins for the partner models we serve, monitor competitive pricing, and work with Partnerships on vendor terms. Make per-model margin visible to the whole company.
• Keep pricing changes trustworthy: own how we communicate every pricing change, from advance notice and in-product usage visibility to spend controls and customer FAQs. Changes should land as clearly as they were designed.
• Build the team: hire and lead a small pricing team over time, and partner closely with billing engineering to turn decisions into systems.

Benefits

• Salary ranges are based on competitive market rates for our size, stage and industry
• Salary is just one part of the overall compensation package we provide
• Commitment to creating a space where employees can bring their full selves to work and have equal opportunity to succeed

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed