Runbook

Automates quoting, scheduling, and vendor communications.

Founding Enterprise AE

Account ExecutiveConfirmed live in the last 24 hours

Full-timeSan Francisco, CA, USA$300k - $350k /yrIn-person

About the Job

Requirements

At least 7 years of full-cycle enterprise account executive experience with a documented history of seven-figure deals.
Experience selling horizontal software-as-a-service products to chief technology officer and chief information officer buyers, rather than a narrow vertical product with a pre-built story.
Skill in presenting demonstrations with variable use cases across multiple industries.
Experience with high-velocity pipeline generation, including prospecting, in-depth discovery, variable use cases, objection handling, and deal closure.

Responsibilities

Own every stage of full-cycle enterprise sales, including discovery, multi-threaded account strategy, business case development, negotiation, and closing.
Drive seven-figure deals across complex chief technology officer and chief information officer buying committees.
Build and maintain a rigorous pipeline with forecast accuracy.
Define the company's sales approach, including qualification standards, discovery frameworks, objection handling, and competitive positioning.
Partner with the founding team and go-to-market team to sharpen the ideal customer profile, messaging, and outbound strategy.
Feed product and leadership teams field insights; deals will shape the product roadmap.
Build sales processes and deal structures that will serve as the foundation for future account executives.
Partner with business development representatives to align outbound targeting and executive engagement strategy.

About Runbook

Runbook is the fastest way to deploy AI agents in the physical economy: logistics companies, manufacturers, construction firms, and field-service operators that keep the world running. These industries largely run on manual, repetitive, labor-heavy, error-prone operational processes. Runbook combines best-of-breed agent capabilities and a deployment platform designed for business process owners that enables 100s of agents to built with enterprise-grade reliability and control.

Our first customers include Fortune 200 enterprises who were unable to solve the target workflows for years, even while working with the best names in AI and hyperscaler platforms. No other solution came close to Runbook's, which was live in production in 2 weeks, without a human-in-the-loop.

We've raised $15M in Seed funding and our founding team includes Obaid Khan (ex-founder of Motive, scaled sales from $0 to $300M ARR), Chris Ramesh (former AI Product Lead at Discord).

What You'll Own

Full-Cycle Enterprise Sales

• Own every stage: discovery, multi-threaded account strategy, business case, negotiation, and close

• Drive seven-figure deals with discipline across complex CTO and CIO buying committees

• Build and maintain a rigorous pipeline with forecast accuracy

GTM & Playbook Development

• Define how Runbook sells: qualification standards, discovery frameworks, objection handling, and competitive positioning

• Partner with Obaid and the GTM team to sharpen ICP, messaging, and outbound strategy

• Feed product and leadership with field signal; your deals will shape the roadmap

Setting the Standard

• The processes and deal structures you build will be the foundation for every AE hired after you

• Partner with BDRs to align outbound targeting and executive engagement strategy

Who You Are

• 7+ years of full-cycle enterprise AE experience with a documented history of seven-figure deals

• You've sold horizontal SaaS to CTO/CIO buyers - not a narrow vertical product with a pre-built story

• Skilled in presenting demos with variable use cases across multiple industries

• You're a builder: energized by the absence of process, not slowed down by it

• Direct, coachable, builder mindset, and highly accountable

• Used to high-velocity pipeline generation, including prospecting, in-depth discovery, variable use cases, objection handling, and deal closure

About the Company

Runbook

Automates quoting, scheduling, and vendor communications.

Runbook builds AI agents that handle routine business communications automatically. These agents can quote jobs, confirm schedules, and chase vendors, replacing back-and-forth emails and calls so teams move faster and win more business. How it works: The product uses AI to monitor and engage in common workflows—generating quotes, replying to scheduling requests, and following up with vendors—without human intervention, while keeping track of the progress and updates in the system. How it’s different: It focuses specifically on automating back-office and sales-ops communications that usually require many emails and calls. By handling end-to-end messaging within existing workflows, it reduces manual work and keeps deals and projects moving forward more quickly than traditional manual processes. Goal: To help businesses operate faster and increase revenue by turning repetitive communications into automated tasks that run in the background.

Company size: 11-50
Company stage: Not listed
Total funding: Not listed
Headquarters: San Francisco, CA
Founded: 2025

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