🤝 Technical Account Executive, Commercial
About The Position
As a Technical Account Executive at Runway, you'll operate as a true finance technology advisor; owning the full sales cycle for commercial and lower mid-market opportunities, from prospecting through close. Our buyers are CFOs, Heads of FP&A, and finance leaders at high-growth companies navigating a crowded market: some are stuck in spreadsheets, others are locked into legacy FP&A platforms that havenhow't delivered on their promise. In an era where finance teams are being asked to do more with less, the gap between "what's possible" and "what finance actually needs" is closing fast. We're looking for someone who can bridge that gap in the first meeting, not the fifth. This isn't a role where you hand off technical conversations to a Solutions Engineer. You're the advisor from day one — deeply fluent in how finance teams operate, able to speak credibly to the architectural and product decisions that make Runway different, and capable of building immediate trust with today's buyer. You have the core responsibilities of a full-cycle AE (pipeline generation, deal strategy, and executive relationships) paired with the technical acumen to make every demo count. This is a net-new logo role. You're a hunter: building pipeline through outbound, qualifying hard, and closing. You won't be managing a book of existing accounts — your job is to win new ones. You'll work closely with our founding team to sharpen the sales motion and help build the playbook that future sellers will follow. A few numbers to set context: our median deal cycle is 19 days, average contract size is ~$24K, and quota expectation is $1.32M–$1.44M ARR annually.
Requirements
- 5 years of full-cycle B2B SaaS sales experience, with at least 3 years in a closing role
- Proven track record of consistently exceeding quota — you can walk through your numbers and explain the context
- Experience selling finance, FP&A, or financial planning software is a strong differentiator (think Anaplan, DataRails, Adaptive, Pigment, Mosaic, Causal, Vena, or similar)
- Comfort running fast-moving, high-velocity deal cycles with multiple stakeholders across finance and operations
- Ability to run the full technical conversation independently — competitive positioning, architectural differentiation, and product demos — reserving Solutions Architect support for deep model reviews and complex integration scoping
- Genuine familiarity with how finance teams operate: budgeting cycles, board reporting, headcount planning, scenario modeling
- Strong sales hygiene and process discipline; you can articulate how you qualify, advance, and close deals with rigor and consistency
- Experience selling to CFOs, VPs of Finance, or FP&A leaders at Series A to growth-stage companies
Nice To Haves
- Background at high-bar sales organizations in fintech, SaaS, or technical tools (e.g., Segment, Twilio, CB Insights, Fundera/NerdWallet, or similar orgs known for rigorous sales training)
- Early-stage startup experience (Series A–C) where you helped shape or iterate on the sales motion
- Strong outbound instincts — you know how to build pipeline, not just work inbound
Responsibilities
- Pipeline generation
- Deal strategy
- Executive relationships
- Building pipeline through outbound
- Qualifying hard
- Closing
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
Education Level
No Education Listed
