About Runway

Runway is a collaborative business planning platform designed to make business intuitively understandable for everyone.

Our Mission: To make business accessible and understandable to everyone. We believe that teams that understand the “why” behind their work are more productive and make better decisions. True alignment and collaboration come from having a shared source of truth that everyone understands.

Our Approach: Runway replaces traditional spreadsheets with a modern planning platform that brings clarity and context to business operations for all teams — not just finance. Just as Figma made design accessible across the organization, Runway does the same for business planning.

Why It Matters: Understanding requires more than just access to numbers; real collaboration happens when teams see how their work fits into the bigger picture. By providing this context, Runway helps teams save time and move faster.

Our Customers: World-class companies like AngelList, Superhuman, Stability.AI, ConvertKit, Lambda Labs, Lob, and SandboxVR rely on Runway to run their businesses more efficiently.

Our Investors: We are supported by a select group of investors that we admire, including Garry Tan (YC & Initialized), a16z, Elad Gil, Naval Ravikant, Dylan Field (founder of Figma), Eric Ries, Claire Hughes Johnson (COO of Stripe), Henry Ward (founder of Carta), Akshay Kothari (COO of Notion), Eugene Wei, Lenny Rachitsky, Nikita Bier, Scott Belsky, Soleio Cuervo, Balaji Srinivasan, and many others.

Working at Runway

We're early, so you'll have an opportunity to shape not just our product, but the company itself: who we work with, and how we work together.

We strive to be clear in our communication and over-communicate by default.

We're remote-first, so you can work from anywhere in North America. However, we also believe in the value of face-time to solve really hard problems, so we:

• Meet together as a company every quarter in our San Francisco office.

• Open up offices in places with many teammates (we currently have offices in SF and NYC).

• Make it easy to fly out and meet together.

Below are the values we share as a team, so if you like these, you may enjoy working here.

Job Description

We’re looking for a GTM AI Engineer to 100x the efficiency of our sales and RevOps engine. You’ll design and own systems that turn leads into pipeline — automatically.

From lead enrichment and routing, to pipeline hygiene, to LLM-powered agents that qualify and alert — you’ll build the infrastructure that helps our GTM team move faster and smarter.

This is a high-impact IC role reporting directly into the COO, working closely with Sales, Marketing, and Engineering. You’ll have the freedom to experiment, ship fast, and see your work directly impact revenue.

What You’ll Do

• Own our GTM automation stack end-to-end (HubSpot, Clay, Snowflake, Postgres — and whatever you bring in).

• Build workflows that enrich, score, and route every lead within minutes — no lead left behind.

• Design and build agentic systems (think: LangChain, o3, internal data) to help reps prioritize, follow up, and close faster.

• Clean up the pipeline, enforce hygiene, and keep our CRM pristine with smart triggers and alerts.

• Integrate product signals and usage data into the GTM motion — give Sales superpowers.

• Work across teams to identify bottlenecks and automate the boring stuff (so we never have to hire three more ops people just to scale).

• Move fast: we expect visible impact in weeks, not quarters.

Who You Are

You might not have had this title before — that’s fine. We’re looking for a builder who understands GTM. You’re probably the one on your team who couldn’t help but automate your own work (and everyone else’s too).

We’d love to hear from if you have…

• You’ve built automations that connect CRMs, databases, APIs, and spreadsheets — and seen them drive real revenue impact.

• You’re fluent in Python or TypeScript, comfortable with SQL, and know how to move data between systems.

• You’ve worked directly with or inside a GTM team (sales, marketing, RevOps) and know how leads become deals.

• You’ve used tools like Zapier, HubSpot, Postgres, Clearbit, or similar — and know their limits.

• You’re AI-native — you’ve played with LangChain, o3-pro, or built little agents for fun or profit.

• You’re hungry, self-directed, and practical — you don’t wait to be told what to build.

Bonus Points

• Experience in a high-growth B2B SaaS startup.

• Familiarity with data stacks (e.g., Snowflake, Airbyte) or orchestration tools.

• Experience building scoring models or qualifying logic for sales.

• Contributions to open-source tools or automation side projects.

• Prior experience building internal tools, bots, or sales ops scripts.

⚠️ Note to Founders

At Runway, our commitment to our mission goes hand in hand with our dedication to cultivating the next generation of entrepreneurs. Around 10% of our team members have been founders themselves, and several early employees have successfully exited to start their own ventures - some backed by our founder Siqi Chen, who has invested in over 200 startups to date.

By stepping into this role, you’ll help shape and grow an array of customer businesses, gaining firsthand insights into diverse operational strategies, monetization models, and long-term vision planning. Paired with our open and transparent culture, Runway offers a uniquely supportive environment for those aspiring to launch their own company in the future.

The base salary range for this full-time position is $175,000-$215,000 + generous early employee equity + benefits. The range displayed in this job posting reflects the minimum and maximum target for new hire salary for this position. Within the range, individual pay is determined by various factors, including job-related skills (as uncovered during the interview process), experience, and relevant education or training. Please note that the compensation details listed in this posting reflect the base salary only, and do not include equity or benefits.

About Zapier

We're humans who simply think computers should do more work.

At Zapier, we’re not just making software—we’re building a platform to help millions of businesses globally scale with automation and AI. Our mission is to make automation work for everyone by delivering products that delight our customers. You’ll collaborate with brilliant people, use the latest tools, and leverage the flexibility of remote work. Your work will directly fuel our customers’ success, and as they grow, so will you.

Location: Americas

At Zapier, we're on a mission to make automation work for everyone. That means building products that empower people to do more with less and designing systems that scale as our users grow. The Agent Platform team is at the forefront of this vision—we're bringing the power of Zapier’s 8,000+ app integrations to the new frontier of third-party AI agents, via Zapier MCP and future products like it. These agents are redefining how users get things done, and we’re building the infrastructure that lets them access Zapier’s vast ecosystem seamlessly.

We’re looking for a Senior Full Stack Engineer to join our team. If you're excited about creating developer experiences and integration pathways for AI-driven systems - and you thrive at the intersection of cutting-edge AI tools and reliable platform engineering - this could be your next role.

About You

• You’re a full-stack builder. You’ve developed and maintained production systems end-to-end. You’re comfortable writing frontend interfaces (React/Next.js preferred) and backend services (Python or Node.js ideal), and you’re not afraid to go deep into API design, database modeling, or CI/CD pipelines.

• You understand and leverage AI tooling. You know how to use AI tools to accelerate your own development process (e.g. GitHub Copilot, Cursor), and you also get excited about building systems that enable others to use AI effectively. You’ve worked with or implemented components like model context protocol or agent frameworks.

• You thrive on platform thinking. You’ve built or contributed to platform products before, with a focus on extensibility, documentation, and robust foundations. You can make the complex simple for our customers.

• You lead with empathy and curiosity. You continuously seek context, ask great questions, and stay oriented to the bigger picture.

• You bias toward action, especially when next steps aren’t obvious. You create structure, clarity, and momentum for the team surrounding your projects. You’re pragmatic and know when to ship fast and iterate - and when to sweat the details.

• You demonstrate an ownership mindset. You take initiative without needing top-down direction, but you’re also an effective communicator who can bring others with you. You have sound judgment, and balance user needs, technical constraints, and product goals in your decisions.

• You’re a self-starter who is comfortable with ambiguity. You can turn loosely defined problems into concrete action, you follow through on commitments, and you surface blockers early to recruit help defining solutions.

Things You’ll Do

• Design and implement features that allow third-party AI agents to connect with Zapier’s platform and run activities for end-users across 8,000+ applications.

• Build and maintain tools and SDKs that help third-party developers quickly integrate with Zapier for an intuitive end-user experience.

• Establish and evolve our Model Context Protocol implementation - enabling intelligent, multi-step workflows derived from natural language.

• Collaborate closely with internal AI experts and partner teams to shape our collective future in agent-based automation.

• Own projects end-to-end, from solution design to implementation, testing, and post-launch support.

• Contribute to a culture of learning, experimentation, and continuous improvement.

The Stack You’ll Work With

We don’t expect you to know everything, but experience with some of the following is helpful:

• Backend: Python, FastAPI, Node.js

• Frontend: React, TypeScript, Next.js

• Datastores: Postgres, Redis

• Dev Tools: GitHub Actions, Docker, Kubernetes, Terraform

• AI/LLM: OpenAI API, Anthropic API, LangChain, semantic search, vector databases

• Developer Experience: SDK authoring, API documentation, onboarding flows

How We Work

Zapier is a 100% remote team, and has been since day one. We value asynchronous communication, transparent collaboration, and work-life harmony. We believe in building systems that scale—both in code and in culture.

If you’re passionate about shaping the future of AI-driven automation, and want to work at a company that cares deeply about its people and its product, we’d love to hear from you.

How to Apply

At Zapier, we believe that diverse perspectives and experiences make us better, which is why we have a non-standard application process designed to promote inclusion and equity. We're looking for the best fit for each of our roles, regardless of the type of companies in your background, so we encourage you to apply even if your skills and experiences don’t exactly match the job description. All we ask is that you answer a few in-depth questions in our application that would typically be asked at the start of an interview process. This helps speed things up by letting us get to know you and your skillset a bit better right out of the gate. Please be sure to answer each question; the resume and CV fields are optional.

Education is not a requirement for our roles; however, if you receive an offer, you will need to include your most recent educational experience as part of our background check process.

After you apply, you are going to hear back from us—even if we don’t see an immediate fit with our team. In fact, throughout the process, we strive to never go more than seven days without letting you know the status of your application. We know we’ll make mistakes from time to time, so if you ever have questions about where you stand or about the process, just ask your recruiter!

Zapier is an equal-opportunity employer and we're excited to work with talented and empathetic people of all identities. Zapier does not discriminate based on someone's identity in any aspect of hiring or employment as required by law and in line with our commitment to Diversity, Inclusion, Belonging and Equity. Our code of conduct provides a beacon for the kind of company we strive to be, and we celebrate our differences because those differences are what allow us to make a product that serves a global user base. Zapier will consider all qualified applicants, including those with criminal histories, consistent with applicable laws.

Zapier prioritizes the security of our customers' information and is dedicated to adhering to all applicable data privacy laws. You can review our privacy policy here.

Zapier is committed to inclusion. As part of this commitment, Zapier welcomes applications from individuals with disabilities and will work to provide reasonable accommodations. If reasonable accommodations are needed to participate in the job application or interview process, please contact jobs@zapier.com.

Application Deadline:

The anticipated application window is 30 days from the date job is posted, unless the number of applicants requires it to close sooner or later, or if the position is filled.

Even though we’re an all-remote company, we still need to be thoughtful about where we have Zapiens working. Check out this resource for a list of countries where we currently cannot have Zapiens permanently working.

About Runway

Runway is a collaborative business planning platform designed to make business intuitively understandable for everyone.

Our Mission: To make business accessible and understandable to everyone. We believe that teams that understand the “why” behind their work are more productive and make better decisions. True alignment and collaboration come from having a shared source of truth that everyone understands.

Our Approach: Runway replaces traditional spreadsheets with a modern planning platform that brings clarity and context to business operations for all teams — not just finance. Just as Figma made design accessible across the organization, Runway does the same for business planning.

Why It Matters: Understanding requires more than just access to numbers; real collaboration happens when teams see how their work fits into the bigger picture. By providing this context, Runway helps teams save time and move faster.

Our Customers: World-class companies like AngelList, Superhuman, Stability.AI, ConvertKit, Lambda Labs, Lob, and SandboxVR rely on Runway to run their businesses more efficiently.

Our Investors: We are supported by a select group of investors that we admire, including Garry Tan (YC & Initialized), a16z, Elad Gil, Naval Ravikant, Dylan Field (founder of Figma), Eric Ries, Claire Hughes Johnson (COO of Stripe), Henry Ward (founder of Carta), Akshay Kothari (COO of Notion), Eugene Wei, Lenny Rachitsky, Nikita Bier, Scott Belsky, Soleio Cuervo, Balaji Srinivasan, and many others.

Working at Runway

We're early, so you'll have an opportunity to shape not just our product, but the company itself: who we work with, and how we work together.

We strive to be clear in our communication and over-communicate by default.

We're remote-first, so you can work from anywhere in North America. However, we also believe in the value of face-time to solve really hard problems, so we:

• Meet together as a company every quarter in our San Francisco office.

• Open up offices in places with many teammates (we currently have offices in SF and NYC).

• Make it easy to fly out and meet together.

Below are the values we share as a team, so if you like these, you may enjoy working here.

Our Values

• 💩 Give a Shit: Giving a shit can’t be taught. It’s an inner drive that compels you to do what’s right and do it well. Have passion, take pride, and care deeply about your impact.

• 💡 Create Clarity: Cut through ambiguity and reveal the truth. Start with why, then answer how and what. Treat problems like puzzles, dig deeper, and find the right path.

• 🤝 Build Trust: With trust, it’s safe to take risks. We get there by being open, honest, and accountable. Actively listen, speak your mind, and consistently show up.

• ✨ Raise the Bar: Scrap the status quo and push yourself to create something that wows. Get others excited to do the same. Iterate, elevate, and don’t stop moving forward.

Job Description

As Runway’s first Business Development Representative, you will be at the forefront of our sales efforts, driving outbound activities and managing inbound to build a strong pipeline of qualified opportunities. You’ll work closely with our Head of Sales, Account Executives, marketing, and CX to refine and execute a strategy that will shape our go-to-market approach, setting the foundation for long-term success.

This is an outbound-focused role which will be foundational in shaping how we build pipeline at Runway. As our Founding SDR, you’ll play a critical role in defining the outbound motion: experimenting, iterating, and helping establish scalable prospecting practices, while maintaining consistent performance.

We’re looking for someone scrappy and resourceful who thrives in fast-paced environments and is eager to leverage the latest tools and data to build a scalable pipeline. Your work will directly influence Runway’s ability to generate and nurture opportunities, ultimately driving revenue growth.

What you’ll do

• Outbound prospecting: Proactively engage Sr. Director+ prospects to generate new pipeline. Book qualified meetings through cold calling, emailing, LinkedIn outreach, and other outbound activities, targeting potential customers who haven’t yet interacted with the company.

• Inbound lead qualification: Manage and qualify leads generated from marketing efforts such as content, SEO, webinars, and events. Prioritize high speed to lead, ensuring quick follow-up and qualification before passing to the sales team.

• Maintain high activity and consistency: Execute daily outreach with discipline and urgency, balancing volume and quality across channels to meet pipeline goals.

• Create persona-driven talk tracks: Develop talk tracks and outbound messaging tailored to key personas across industries, company sizes, and buying stages.

• Utilize modern sales tools: Leverage the latest and greatest tools like list building, automation, and intent data to enhance prospecting and outreach effectiveness.

• Collaborate with Marketing and Sales teams: Share insights from prospecting efforts to help refine messaging, targeting, and positioning.

• Develop scalable outbound sales motion: Create and influence the development of repeatable processes that allow for efficient handoffs between marketing, SDR, and sales teams, ensuring a seamless customer experience.

• Track and optimize performance: Regularly review outreach efforts and lead qualification processes to enhance effectiveness and meet performance targets.

Who we are looking for

• 1+ year of outbound SDR/BDR experience: Proven success in sourcing and qualifying leads in a tech or SaaS environment, with experience owning both outbound prospecting and inbound follow-up.

• Exceptional communicator: You craft concise, compelling outreach across email, phone, and LinkedIn, and can engage senior-level prospects with confidence.

• Scrappy and resourceful: You find creative ways to break through noise — leveraging tools, data, and experimentation to generate pipeline.

• Thrives in ambiguity: You’re energized by fast-paced, evolving environments where you can take initiative, figure things out, and drive forward with limited direction.

• Tech-forward operator: Comfortable using modern sales tools (e.g., Hubspot, Outreach, Gong, Apollo, Clay) to manage workflow and scale outreach effectively.

• Execution and results-driven: You prioritize consistency and follow-through, and are motivated by hitting goals and seeing your work translate to pipeline and revenue.

• Growth mindset: You actively seek feedback, reflect on what’s working or not, and continuously look for ways to get sharper in your craft.

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The OTE range for this full-time position is $90,000-$110,000 + generous early employee equity + benefits. The salary component ranges from $68,000-$83,000. The range displayed in this job posting reflects the minimum and maximum target for new hire OTE for this position. Within the range, individual pay is determined by various factors, including job-related skills (as uncovered during the interview process), experience, and relevant education or training. Please note that the compensation details listed in this posting reflect total on-target-earnings, and do not include equity or benefits, which are also a part of the overarching comp package.