Role Description We’re hiring an Enterprise Account Executive, a key GTM hire responsible for owning complex sales cycles, closing strategic accounts, and helping define how Runware wins with AI-native and enterprise customers. This is a hunter-first role. Success will depend on your ability to create pipeline, generate demand, and win net-new business in a fast-moving AI market. You’ll work closely with founders, GTM leadership, Product, Engineering, and Solutions to move opportunities from initial engagement through technical validation, commercial negotiation, and close. 📍 Location: San Francisco Bay Area or the UK 🌍 Work setup: Fully remote, working from home within one of the supported locations above What You’ll Do - Pipeline Ownership & Deal Execution - Own the full sales cycle from prospecting and qualification through discovery, technical validation, negotiation, and close. - Build and manage a pipeline of enterprise and strategic accounts, generating opportunities through outbound prospecting, ecosystem engagement, referrals, events, partnerships, and other creative account strategies. - Prioritize and advance opportunities based on technical fit, urgency, product signals, and revenue potential. - Drive multi-threaded deal strategies across technical evaluators, business stakeholders, procurement, and executive sponsors. - Own quota and revenue outcomes across a defined set of strategic and enterprise accounts. - Customer Engagement & Solution Selling - Lead discovery conversations to understand technical requirements, infrastructure needs, commercial priorities, and decision criteria. - Run tailored demos and commercial conversations focused on performance, cost, reliability, and developer velocity. - Guide customers through benchmarks, proof-of-concepts, security reviews, pricing discussions, and rollout plans. - Translate complex AI infrastructure and API capabilities into clear business value. - Build relationships across the AI ecosystem and proactively identify emerging customer needs, use cases, and market trends. - Cross-Functional Collaboration - Work directly with founders and GTM leadership on strategic account planning and revenue goals. - Partner with Product and Engineering to coordinate evaluations, technical blockers, and customer feedback. - Collaborate with Marketing on events, campaigns, messaging, and case studies. - Maintain strong CRM hygiene, forecasting discipline, and pipeline reporting. Qualifications - 5+ years of experience in Account Executive, Enterprise AE, Strategic AE, or similar closing roles. - Proven success closing complex, multi-stakeholder deals involving technical products. - Strong preference for candidates with experience selling into AI-native companies, developer-focused organizations, or technical product teams. - Experience selling into fast-moving environments with technical buyers, usage-based economics, and product-led adoption motions. - Strong communicator, comfortable engaging executive, technical, procurement, operational, and engineering stakeholders. - Ability to build credibility with technical buyers and product teams. - Strong discovery, qualification, forecasting, negotiation, and close-planning skills. - High-agency mindset with the ability to create momentum and thrive in ambiguous startup environments. - Genuine interest in AI, developer workflows, infrastructure, and emerging technologies. Requirements - Particularly Relevant Backgrounds - AI infrastructure and AI-native platforms. - Developer tools and APIs. - Cloud, data, and MLOps platforms. - Technical SaaS sold into engineering, product, or developer teams. - This is not a role for a first-time enterprise ($100K+ ARR) seller. Who Thrives at Runware - Builders who enjoy creating opportunities rather than inheriting them. - Sellers who learn technical products quickly. - People who are naturally curious about AI and emerging technologies. - Operators who move fast, create urgency, and take ownership. - Candidates who enjoy startup environments with high autonomy and low bureaucracy. Nice to Have - Experience selling developer tools, APIs, AI/ML platforms, or infrastructure products. - Familiarity with image, video, or multimodal AI workflows. - Experience as an early GTM hire or member of a founding sales team. - Experience closing six-figure or strategic platform deals. - Existing network in the Bay Area, UK startup ecosystem, or AI ecosystem. Benefits - Generous paid time off – vacation, sick days, public holidays. - Meaningful stock options – share in the upside you create. - Remote-first setup – work from home anywhere we can employ you. - Flexible hours – own your schedule outside core collaboration blocks. - Family leave – paid maternity, paternity, and caregiver time. - Company retreats – twice-yearly gatherings in inspiring locations.

JOB DESCRIPTION UL 360 is a core part of the ULTRUS™ software portfolio, delivering enterprise grade ESG and sustainability data management, reporting, and disclosure capabilities. As a Senior Software Sales Executive, you will lead complex sales engagements, position UL 360 as a strategic solution for regulatory ready, investment grade sustainability reporting, and drive growth by helping organizations streamline ESG data, meet evolving global requirements, and turn sustainability insight into action. QUALIFICATIONS - 5+ years of related sales experience. - Bachelors and/or graduate degree in software engineering or related field. - Deep knowledge and experience with specialty product / services within assigned Software portfolio. - Proven ability to meet and exceed sales targets. - Relevant technical capabilities related to assigned specialty product / service. - Business acumen and deep understanding of business sales processes. - Proficient in MS Office (Word, PowerPoint, Excel, Outlook), and CRM software. What you'll experience working for ULS UL Solutions has been pioneering change since 1894 and we're still leading the way. From day one, we've blazed a trail protecting the planet and everyone on it. Our teams have influenced billions of products, plus services, software offerings and more. We break things, burn things and blow things up. All in the name of safety science. That's where you come in - because none of it could happen without you. It takes passion to protect people, problem-solving to safeguard personal data and conviction to make the world a more sustainable place. It takes bold ideas and brilliant minds to build a better world for future generations across the globe. This is more than a job. It's a calling. A passion to use our expertise and play our part in creating a more secure, sustainable world today - and tomorrow. As a member of our safety science community, you'll use your ideas, your energy and your ambition to innovate, challenge and ultimately, help create a safer world. Everyone here is unique. But we're also a global community, working together to help create a safer world. Join UL Solutions and you can connect with the brightest minds in the business, all bringing their distinct perspectives and diverse backgrounds together to deliver real change. Empowering our customers to keep the world safe means thinking ahead. It means investing in training and empowering our people to learn and innovate. At UL Solutions, we help build a better future - one where everyone benefits. Join UL Solutions to be at the center of safety. To learn more about us and the work we do, visit UL.com What we offer: Total Rewards: We understand compensation is an important factor as you consider the next step in your career. The base salary is $95,000 - $135,000 USD. Members of the sales function are eligible to participate in the UL Solutions Sales Commission Plan day one and it is uncapped. The annual target incentive for this position is contingent upon performance. Compensation is based on multiple factors, including job-related knowledge/skills, experience, geographical location, as well as other factors. This position also provides health benefits such as medical, dental and vision; wellness benefits such as mental and financial health; and retirement savings (401K) commensurate with the standard rewards offered in each individual location or country. We also provide full-time employees with paid time off including vacation (15 days), holiday including floating holidays (12 days) and sick time off (72 hours). The application deadline for this position is 10/1/2026. #LI-SG2 #LI-Remote ABOUT US A global leader in applied safety science, UL Solutions (NYSE: ULS) transforms safety, security and sustainability challenges into opportunities for customers in more than 110 countries. UL Solutions delivers testing, inspection and certification services, together with software products and advisory offerings, that support our customers' product innovation and business growth. The UL Mark serves as a recognized symbol of trust in our customers' products and reflects an unwavering commitment to advancing our safety mission. We help our customers innovate, launch new products and services, navigate global markets and complex supply chains, and grow sustainably and responsibly into the future. Our science is your advantage. ABOUT THE TEAM When you combine the gravitas of a 130-year-old safety science leader with a culture of innovation that pushes the boundaries in new services and technology, you get UL Solutions. As a global team of business and engineering experts, we develop software for a huge range of industries, including medical, sustainability, renewable energy and healthy buildings. Together, we're dedicated to making a real-world difference, to using our knowledge for good and to pioneering positive change. Join our team and use your expertise to transform global safety, security and sustainability.

• Drive revenue growth and profitability across an assigned portfolio of hotels through proactive and strategic sales efforts • Actively manage the market by positioning each hotel's features, benefits, and competitive strengths to influence customer buying decisions • Prospect, solicit, and negotiate new and existing business through a combination of outside sales calls, networking, referrals, trade shows, and digital communication to increase group and corporate negotiated occupancy • Represent multiple hotel properties and brands, balancing priorities to maximize overall portfolio performance • Travel as needed to conduct client visits, attend industry events, and generate new business opportunities • Collaborate with the General Manager, Regional Director of Sales, and Revenue Manager to align pricing and revenue strategies with market conditions and demand trends • Monitor market activity and competitor performance to identify opportunities and adjust sales strategies accordingly

• Generate new customer sales leads through financial institution and partner referrals • Engage bankers and referral partners to cultivate strong relationships • Identify cross-sell opportunities with current and former clients • Work closely with assigned financial institution and referral partners to generate a high volume of quality leads aligned with performance goals • Follow up on and close leads provided by assigned financial institution and referral partners • Proactively source additional opportunities by reaching out to former clients and local businesses • Maintain accurate and up-to-date activity, pipeline, and account information in the CRM system • Stay informed on industry trends, products, pricing, company offerings, and other relevant information • Attend and participate in job-related training, classes, and webinars