<h1>About Runway</h1>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 &amp; 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.<h1>Working at Runway</h1>Were early, so youll 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.Were 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:<ul><li>Meet together as a company every quarter in our San Francisco office.</li><li>Open up offices in places with many teammates (we currently have offices in SF and NYC).</li><li>Make it easy to fly out and meet together.</li></ul>Below are the values we share as a team, so if you like these, you’ll enjoy working here.<h2>Our Values</h2><ul><li>💩 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.</li><li>💡 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.</li><li>🤝 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.</li><li>✨ 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.</li></ul><h1>Job Description</h1>Runway is a fast-growing fintech startup building “the finance platform your team doesn’t hate”. We believe RevOps is a core foundation for scaling our business , and we’re searching for our Founding Head of Revenue Operations to architect and drive our growth engine. Reporting directly to <a target="_blank" href="https://www.linkedin.com/in/kalfreese/">our COO</a>, you’ll partner closely with Sales, Marketing, Finance, and our new Go-to-Market Engineer to build and optimize the systems and processes that fuel our revenue growth.This is a highly strategic yet hands-on role (as our first RevOps hire, you’ll balance defining long-term strategy with executing immediate tactical needs). You’ll have high autonomy and ownership to shape Revenue Operations from the ground up - designing our go-to-market infrastructure, ensuring full-funnel visibility, and enabling our teams with the insights and tools to accelerate growth. Above all, your mission is to create leverage through smart systems, scalable processes, and clear insights that drive efficient revenue generation. If you love building from scratch, turning data into decisions, and making a direct impact, this role is for you.<h1>What You’ll Do</h1><ul><li>Build &amp; Own RevOps Infrastructure: Design, implement, and manage the foundational architecture of our go-to-market tech stack (CRM, sales engagement, lead routing, data enrichment, etc.). You will be the administrator and expert for our HubSpot CRM and related tools (e.g. Outreach, Clay, Default), ensuring they are configured optimally to scale with the business. This includes setting up workflows, permissions, and integrations to support our growth.</li><li>Develop Data-Driven CRM Strategy: Create and maintain a robust CRM data model and process framework that gives end-to-end visibility into every stage of our revenue funnel. Define how leads, opportunities, and accounts flow through our systems - establishing lifecycle stages, lead routing rules, and automation triggers to maximize conversion at each step. In short, ensure nothing falls through the cracks in our lead-to-revenue process.</li><li>Strategic Partner to GTM Leadership: Work closely with go-to-market leaders (Sales, Marketing, Customer Success) to translate business objectives into efficient processes and actionable insights. Act as a trusted advisor who can anticipate how changes in one area (e.g. a new marketing campaign or sales initiative) might impact other parts of the funnel. You’ll help design rules of engagement and workflows that align all teams toward our revenue goals, ensuring smooth handoffs and a cohesive approach.</li><li>Optimize the Funnel &amp; Analytics: Establish the key metrics and dashboards to monitor pipeline health, conversion rates, and performance against targets (define GTM metrics and build dashboards to track funnel conversion and forecast accuracy ). Own our revenue reporting cadence - from weekly pipeline reviews to board-level reporting - providing analysis and insights that drive data-driven decision making. Identify bottlenecks or drop-off points in the funnel and recommend solutions to improve win rates and sales velocity.</li><li>Drive Data Quality &amp; Enrichment: Implement strategies to continuously improve data quality in our CRM. Ensure our leads, contacts, accounts and deals are enriched with complete, accurate information for better segmentation and prioritization. Leverage tools and integrations (Clearbit, Clay, etc.) to auto-enrich incoming leads with key firmographic details at the right time. Maintain rigorous data hygiene (duplicate management, field governance) so that our reports and forecasts are reliable.</li><li>Forecasting &amp; Planning: Own the mechanics of sales forecasting and help drive planning processes. Work with Sales and Finance on forecasting accuracy and pipeline coverage - setting up CRM fields, categories and reports needed for reliable projections. Support annual/quarterly planning by providing data-driven input on target setting, quota assignments, and territory design. Your work will ensure we have a single source of truth for revenue projections and can course-correct quickly based on leading indicators.</li><li>Continuous Improvement &amp; Tool Evaluation: Continuously evaluate our go-to-market processes and tech stack to find opportunities for improvement. Stay abreast of new RevOps tools and best practices; lead the selection and implementation of new solutions when they have the potential to 10x our efficiency. This could range from refining our HubSpot setup, to adopting a new automation tool, to improving lead scoring models. You’ll also ensure high team adoption of our tools via proper documentation, training, and support.</li><li>Roll Up Your Sleeves: In true startup fashion, be ready to dive into day-to-day tactical work. Quickly troubleshoot and resolve the “little” issues (e.g. a lead routing error, a broken workflow, a mis-assigned deal) to keep our revenue engine running smoothly. No task is too small if it unblocks the team, and no process improvement is too big if it drives growth. You thrive in a fast-paced environment and excel at bringing order to chaos, all while keeping an eye on the bigger strategic picture.</li></ul><h1>Who We’re Looking For</h1><ul><li>5+ Years of Relevant Experience: 5+ years in Revenue Operations, Sales Operations, or similar roles, with significant experience in high-growth B2B SaaS environments. You’ve seen what good RevOps looks like at a startup/scale-up. (Experience as the first RevOps hire or building the RevOps function from scratch is a major plus).</li><li>Strategic &amp; Analytical Mindset: Big-picture thinker who can also dive into the data. You can design processes that align with long-term business strategy and use analytical rigor to guide decision-making. Comfort with defining metrics, analyzing funnel data, and identifying trends or anomalies. You connect the dots between numbers and actions, and help the team focus on what matters.</li><li>Hands-on Builder: A doer mentality - you aren’t afraid to get your hands dirty and figure things out. You have a track record of executing projects end-to-end, whether that’s implementing a new CRM workflow, cleaning up a messy dataset, or automating a manual process. You take initiative to fix problems and demonstrate a strong bias for action and iteration.</li><li>Deep B2B GTM Knowledge: Strong understanding of modern B2B SaaS go-to-market motions and the revenue funnel from top to bottom - lead generation -&gt; MQL -&gt; SQL -&gt; opportunities -&gt; closed-won -&gt; renewal/expansion. You know how leads should flow between Marketing and Sales, what a healthy pipeline looks like, and how to optimize conversion through each stage. Familiarity with concepts like lead scoring, SLAs, sales stages, and customer lifecycle value.</li><li>Systems Expertise (HubSpot &amp; More): HubSpot CRM proficiency is a must. You have deep, hands-on experience administering HubSpot (workflow building, property management, reporting, etc). Bonus if you hold HubSpot certifications or have administered it at a previous company. Experience with other GTM tools is highly valuable - e.g. sales engagement platforms (Outreach or similar), marketing automation, data enrichment tools, routing and scheduling tools (like Default), BI dashboards, etc. Extra credit for any ability to write simple scripts or use APIs/Zapier to connect systems and automate tasks.</li><li>Collaborative Communicator: Excellent communicator who can bridge the gap between technical details and business needs. You’re adept at working cross-functionally and can translate RevOps jargon to Sales or Marketing folks in plain language. Proven ability to train and enable teams on new tools or processes. You can coordinate with engineers on data flows one minute and coach a sales rep on CRM usage the next.</li><li>Adaptable &amp; Growth-Oriented: Thrives in ambiguity and a fast-paced startup environment. You are proactive, resourceful, and resilient - able to prioritize on the fly and adjust plans as needs change. When things break (and they will), you approach it with a problem-solving mindset and calm urgency. You’re excited by the opportunity to build structure where little exists, and you continuously seek to improve yourself and your domain.</li></ul>---------------------------------------<h2>⚠️ Note to Founders</h2>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 $160,000-$200,000 + 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.

Runway Financial

📈 Founding Head of Revenue Operations

Runway Financial