• Own the integrated campaign calendar for new logo acquisition in the Business & Government segment, with pipeline targets defined for every program. • Translate GTM positioning and competitive differentiation from the GTM Marketing team into compelling, audience-specific campaign narratives and assets. • Execute multi-channel campaigns spanning paid media, email, content syndication, webinars, and field event integration. • Design and run ABM programs for target accounts across the Business & Government universe — account-based thinking is core to this role, not optional. • Support Blackboard’s visibility in AI-generated research environments (GEO), coordinating with the VP GTM on which prompts and themes buyers are searching. • Partner with Marketing channel teams to ensure programs compound ROI rather than run in isolation. • Build AI-native workflows for always-running campaign analysis, audience personalization, and performance optimization — and share what you’re building with the broader team. • Own Blackboard’s presence at third-party conferences in Business & Government, including DevLearn, ATD, and other sector events. • Manage regional field activation programs tied to pipeline goals in specific accounts or geographies. • Build and own post-event attribution models: every event investment is measured against pipeline sourced, pipeline influenced, and closed won contribution. • Own a direct pipeline contribution target — not just activity metrics. You hold a number, review it weekly, and course-correct when programs underperform. • Work with Marketing Intelligence to define campaign-level pipeline targets and track performance against them.

Role Description We are building AI to simulate the world through merging art and science. We believe that world models are at the frontier of progress in artificial intelligence. Language models alone won’t solve the world’s hardest problems – robotics, disease, scientific discovery. Real progress requires models that experience the world and learn from their mistakes, the same way that humans do. And this kind of trial and error can be massively accelerated when done in simulation, rather than in the real world. World models offer the most clear path to general-purpose simulation, changing how stories are told, how scientific progress is made and how the next frontiers of humanity are reached. 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. If you are driven to do the same, we'd love to hear from you. Qualifications - 7+ years of overall experience in customer-facing roles, engaging C-level audiences with complex global organizations ideally within tech, finance, or consulting - Full professional bilingual fluency in Japanese and English - Deep familiarity with Japanese enterprise culture, procurement, and relationship dynamics; able to travel to Japan at least quarterly - Experience owning or contributing to P&L, commercial forecasting, and pipeline management - Proven track record leading complex Generative AI or ML implementations with measurable business outcomes - Highly resourceful, autonomous, and action-oriented – thrives in ambiguity, creates structure, and manages competing priorities without losing sight of what matters - Exceptional executive communication and presentation skills - Nice to have but not required: existing relationships in Japan's media, entertainment, advertising, or enterprise tech sectors - SF-based preferred Requirements - Own the full commercial lifecycle for Japan book of business – from sourcing and qualifying opportunities to negotiating and closing enterprise deals, through to renewal, upsell, and long-term expansion - Travel to Japan at least once per quarter for in-person relationship building, deal advancement, and partner support - Represent Runway in Japan's creative and enterprise ecosystem – at events, industry forums, and partner summits - Partner cross-functionally with Product, Creative, Sales, and Leadership to translate Japan-specific market signals into roadmap input and go-to-market strategy – you are the voice of the Japanese market internally - Go deep inside partner organizations to understand their creative and operational workflows, then design and propose targeted Runway solutions - Identify and pursue new categories of opportunity within Japan – new verticals, new use cases, new partner types – and prototype quickly to validate before scaling - Be hands-on in quickly onboarding new partners to our platform and/or API while also supporting their long-term expansion and technical understanding of how to leverage Runway - Analyze, track, and report on the performance of existing partnerships leveraging BI tools and data Benefits - Runway strives to recruit and retain exceptional talent from diverse backgrounds while ensuring pay equity for our team. - Our salary ranges are based on competitive market rates for our size, stage and industry, and salary is just one part of the overall compensation package we provide. - There are many factors that go into salary determinations, including relevant experience, skill level and qualifications assessed during the interview process, and maintaining internal equity with peers on the team. - The range shared below is a general expectation for the function as posted, but we are also open to considering candidates who may be more or less experienced than outlined in the job description. - Lastly, 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, which again, will be communicated to candidates. Company Description Great things come from great teams. We’re committed to creating a space where our employees can bring their full selves to work and have equal opportunity to succeed. So regardless of race, gender identity or expression, sexual orientation, religion, origin, ability, age, veteran status, if joining this mission speaks to you, we encourage you to apply. We're excited to be recognized as a best place to work: - Crain's - InHerSight - BuiltIn NYC - INC

• Lead presales discovery engagements, stakeholder interviews, and workshops for complex opportunities. • Translate customer objectives and constraints into outcome-oriented service strategies and scalable delivery approaches. • Own development of statements of work (SOWs), including scope definition, assumptions, risks, dependencies, and delivery considerations. • Partner with Sales on pricing strategy, scope tradeoffs, and value articulation to support competitive, delivery-ready proposals. • Design and facilitate executive-level workshops and presales sessions; present recommendations confidently to senior customer stakeholders. • Establish credibility as a trusted GXG adviser early in the sales cycle through structured facilitation and clear solution direction. • Mentor and coach presales and delivery consultants; shape and evolve presales methodologies, playbooks, and templates. • Provide thought leadership that informs future GXG offerings and strengthens consistency across presales approaches.

Role Description Call on existing clients within both the small and intermediate agency market segments to cultivate, retain and expand loan volume. Educate agency clients on systems and procedures. Gather data on competitors and monitor activity within the assigned territory. Assist internal departments, as needed. Promote Premium Finance (PF) at industry events. Essential Duties and Responsibilities - Develop and maintain profitable business by making sales calls on insurance agents/brokers, insurance companies and general agencies that meet PF standards. - Develop and maintain relationships with existing clients in order to maintain or expand loan volume by identifying problems and providing solutions. - Manage assigned territory independently. - Monitor local insurance trends and make strategic recommendations to management, as needed. - Monitor local, competitive environments and make strategic recommendations to management, as needed. - Analyze monthly reports to identify opportunities to increase sales and minimize lost volume. - Ensure revenue goals are met by analyzing profitability for each relationship and recommending changes, as needed. - Communicate with marketing staff and operational staff to maximize opportunities. - Utilize Salesforce.com to record sales activity, meaningful information about sales calls and create follow-up activities. - Develop pricing proposals, as needed, and submit to management for approval. Qualifications - Bachelor's degree in business or related field, or equivalent education and related training. - Up to Five years of business-to-business sales experience, preferably in financial services or insurance. - Excellent verbal and written communication skills. - Strong organizational and time management skills. - Self-motivated, independent worker. - Ability to interpret financial data. - Demonstrated proficiency in basic computer applications, such as Microsoft Office software products. - Ability to travel, occasionally overnight. Requirements - Ability to interpret financial data. Benefits - Medical, dental, vision, life insurance, disability, accidental death and dismemberment. - Tax-preferred savings accounts and a 401k plan. - No less than 10 days of vacation (prorated based on date of hire and by full-time or part-time status) during the first year of employment. - 10 sick days (also prorated) and paid holidays. - Eligibility for Truist’s defined benefit pension plan, restricted stock units, and/or a deferred compensation plan, depending on the position and division.