• Manage and support a team of 3–5 appointment setters • Conduct daily standups to align priorities, goals, and team performance expectations • Audit calls to ensure communication quality, professionalism, and adherence to company standards • Monitor inboxes, Slack communications, and calendars to maintain organization and timely follow-up • Provide ongoing feedback, support, and development opportunities for team members • Ensure strong appointment conversion rates and follow-up consistency across the team • Track KPIs including speed-to-lead, appointments booked, and follow-up efficiency • Prepare and maintain sales performance reporting for leadership • Coach team members on sales communication, messaging, and follow-up best practices

• Lead, mentor, and grow Runway’s founding BDR team, creating a high-performance culture centered around curiosity, experimentation, and continuous improvement • Build the systems, processes, and infrastructure that power a modern AI-first sales development organization • Define how AI tooling, automation, and human creativity work together across outbound prospecting, research, personalization, and pipeline generation • Turn product usage signals, API activity, and inbound demand into scalable enterprise opportunity generation workflows • Develop highly targeted, vertical-specific outbound motions aligned to Runway’s evolving use cases and customer needs • Continuously test and refine messaging, sequencing, workflows, and enablement programs to improve team effectiveness • Partner closely with Sales, Marketing, Creative, and RevOps to shape ICP strategy, lead routing, and overall GTM execution • Work alongside sales leadership to help define and scale Runway’s enterprise sales motion

• building and elevating Strada’s global Sales Development function • establishing best practices for inbound and outbound prospecting • standardizing qualification and performance metrics • coaching and developing team members • strengthening cadence discipline and pipeline hygiene • driving qualified pipeline creation aligned to revenue goals • partnering closely with Sales, Marketing, and RevOps to execute targeted campaigns

• Qualification calls to identify and understand prospects' business challenges • Re-engage previous accounts using updated strategies • Follow-up calls to gather deeper insights • Maintain HubSpot to accurately reflect sales activities and pipeline status • Collaborate with Account Executives to ensure smooth and effective handoffs