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Runway is hiring a Pricing & Packaging Lead to own pricing strategy and monetization across its creative AI platform. You'll partner with product, sales, and finance to design self-serve pricing and packaging, build the path from self-serve to enterprise, set pricing for Runway's own models and third-party integrations, and establish company-wide pricing frameworks and principles.
Key responsibilities include:
- Own self-serve pricing and packaging: evolve plan ladders, credit design (allowances, rollover, top-ups, regional pricing), and run continuous pricing experiments with Growth and Data teams.
- Build enterprise expansion path: design seat and credit-pool models, commit and consumption contracts, and equip Sales with pricing playbooks and discount guardrails.
- Create company-wide pricing framework: publish pricing principles, value metrics, and decision processes; run regular pricing councils with Product, Finance, Research, and GTM.
- Price Runway models: set launch pricing for new model releases, work with Research and Infrastructure on cost-to-serve, and manage pricing evolution through model lifecycle.
- Own third-party model economics: set credit pricing and margins for partner models, monitor competitive pricing, and ensure per-model margin visibility across the company.
- Manage pricing communication: own how pricing changes are announced and implemented, including advance notice, in-product visibility, spend controls, and customer FAQs.
- Build and lead a small pricing team over time, partnering with billing engineering to operationalize decisions.
Requirements:
- 10+ years in pricing, monetization, strategy, or strategic finance; 5+ years directly owning pricing and packaging decisions with a track record of moving revenue, conversion, and margin.
- Deep experience with usage-based, credit-based, or consumption-based pricing models. Ability to build cost-to-serve and margin models from compute and inference inputs; understanding of hybrid seat + usage models.
- Experience across both self-serve (PLG) and sales-led motions; shipped pricing changes for subscription products and designed enterprise contracts and guardrails.
- Rigorous and experimental mindset: fluent in pricing experiments, willingness-to-pay research, cohort analysis, SQL, and financial modeling.
- Thrives in fast-paced, high-accountability environments; makes decisions with incomplete information and knows when to gather more data vs. ship.
- Excellent written and verbal communication; can drive decisions across cross-functional teams and explain pricing changes to customers in ways that build trust.
- Bonus: pricing experience at an AI lab, AI-native product, API/developer platform, or creative tools company; experience pricing third-party or marketplace offerings.
About Runway
AI / Data / Infrastructure; Media / Creator Economy — generative AI tools for video and creative production.
