• Prepare and deliver compelling technical presentations, demos, and webinars • Providing in-depth technical expertise and tailored post-sales content based on customer needs • Cultivate strong relationships with clients, acting as a trusted advisor and technical point of contact • Drive adoption and further implementation of LocalStack across different teams by engaging in discovery sessions, addressing technical objections • Work with product and engineering organization on actionable product feedback from customer interactions

• Work closely with Resource Management to oversee project resource management responsibilities, including but not limited to, resource allocation and tracking of technical resources across customer engagements. • Manage and oversee customer onboarding, ensuring seamless implementation and integration of products/services into existing systems. • Collaborating closely with the Sales team, serve as the primary point of contact and trusted advisor for customers post-sales, from contract signing and throughout the entire customer lifecycle, including technical implementations, renewals, and identifying continued sales opportunities. • Maintain visibility into the sales pipeline, proactively preparing for new opportunities nearing contract closure, and ensuring seamless transitions into implementation phases. • Collaborate closely with Agile Leads to support Agile delivery methodologies and coordinate the implementation, timelines, and customer expectations. • Manage the financial aspects of customer engagements, including budgeting, forecasting, tracking project financials, and ensuring adherence to agreed financial parameters. • Support the creation and negotiation of Statements of Work (SOWs) and other contractual documents in collaboration with sales, legal, and technical stakeholders. • Identify and drive additional sales and upsell opportunities within existing customer accounts, working closely with the sales to achieve revenue targets. • Working closely with technical cross-functional teams, ensure an effective deployment plan ensuring alignment with customer expectations and objectives. • Oversee critical customer issues that escalate into problem management, ensuring proactive communication and timely resolution. • Facilitate regular customer meetings and reviews, ensuring transparency and alignment on project status, milestones, and deliverables. • Ensure consistent and positive customer experience, proactively addressing concerns and ensuring high levels of customer satisfaction and retention. • Support the development and update of enablement tools and resources, as needed. • Ensure in-depth and up-to-date technical knowledge of market and industry trends as well as deep understanding of customer business goals and objectives to facilitate customer success. • Accountable for ensuring that all working hours are accurately reported in Netsuite on a daily or weekly basis, that the majority of (if not all) hours are tracked as billable and that the project management tool in Netsuite is properly and fully utilized. • Tracking and reporting of billable hours is a critical aspect of project management and delivery to our customers and this is a major area of accountability. • Comply with the privacy, security and confidentiality policies.

• Develop and maintain a strong relationship with Enterprise customers. • Provide ad-hoc technical consultancy and guidance using product and general technical expertise. • Deliver Quarterly Business Reviews including product roadmap in accordance with customer's requirements. • Create and maintain Business Profile containing personalized network diagrams and configuration details. • Contribute towards the creation of Webinars on a range of topics. • Hold requirement gathering sessions with customers and provide feedback to the back-end software development team.

Role Description We are looking for a highly-motivated senior IC who will work with some of Runway’s biggest and most strategic API partners. You will be central to our partners’ success in adopting Runway to transform the ways they create content. Success in this role will require a mix of technical fluency, strategic thinking, and hands-on execution. - Open to hiring remote across the US — we also have offices in NYC, San Francisco, and Seattle. What you’ll do: - Own and maintain strong relationships with our top API partners, serving as their primary technical point of contact to ensure long-term alignment and collaboration. - Own full post-sale success: onboarding, adoption, renewal, and expansion for key accounts. - Conduct technical discovery sessions to bridge Runway's API capabilities with our partners' most complex challenges. - Identify and prototype specific and highly targeted new markets and new opportunities for our products. - Develop a deep, functional and technical understanding of our products and future roadmap. - Be hands-on in quickly onboarding new partners to our API Developer Portal while also supporting their long-term expansion and technical understanding of how to leverage Runway. - Triage and resolve technical escalations, working cross-functionally with Engineering to investigate API issues. - Provide high-impact feedback to Product, Engineering, and Creative which can in turn improve the product experience for our partners. - Analyze, track, and report on the performance of existing partnerships leveraging BI tools and data. Qualifications - 5+ years of overall experience in technical customer-facing roles, such as Solutions Engineering, Technical Account Management or Developer Relations. - Have led complex implementations of Generative AI/traditional ML solutions and can drive measurable business outcomes. - Ability to work in a fast-paced, dynamic environment and manage multiple priorities with expansive ownership and ruthlessly prioritize. - A strong bias towards action and belief that no task is too small for you. - Have a track record of rapidly prototyping ideas and applications using AI-powered APIs. - Exceptional ability to translate complex technical concepts for both technical and non-technical stakeholders. - Possess exceptional presentation and communication skills, particularly when engaging with executives and leaders. - Mindset to think creatively and think beyond past checklists and playbooks. - Highly resourceful with the ability to create structure and work autonomously amidst ambiguity. - Experience with data tooling and BI systems (SQL, BigQuery, Retool, etc). - New York or SF-based preferred. Requirements - OTE: $145,000-$270,000. Benefits - Runway strives to recruit and retain exceptional talent from diverse backgrounds while ensuring pay equity for our team. - 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. - Factors that go into salary determinations include relevant experience, skill level, and qualifications assessed during the interview process. - The provided range is the expected salary for candidates in the U.S. Outside of those regions, there may be a change in the range. Company Description We are building AI to simulate the world through merging art and science. Our team consists of creative, open-minded, caring, and ambitious people who are determined to change the world. We aspire to continuously build impossible things and our ability to do so relies on building an incredible team.