Own full-cycle enterprise sales for Runbook, from prospecting and discovery through negotiation and close. Drive seven-figure deals with CTO and CIO buying committees, build accurate pipeline forecasts, and develop the company’s enterprise sales playbook. Define qualification, discovery, objection handling, competitive positioning, and outbound strategies while partnering with leadership, BDRs, product, and GTM teams. Help establish repeatable sales processes and provide customer insights that influence the product roadmap.

Own the company’s design language and strategy across product, marketing, communications, and internal tools. Partner with customers and engineers to translate complex workflows into trusted AI agent behavior and product experiences. Define onboarding and customer communication, establish a high quality bar, and contribute beyond design to product, customer strategy, and company direction. The role is highly hands-on, supports shipping to production, and is based in person in San Francisco.

Own enterprise sales engagements from discovery through signed MSA, including qualification, stakeholder management, ROI business cases, procurement, security, and legal negotiations. Translate operational challenges into AI-agent opportunities, influence senior buyers, and provide customer feedback to product, engineering, and go-to-market teams. Close enterprise pilots and help create the company’s sales qualification and engagement playbook.