Pricing Lead

We're hiring a Pricing & Packaging Lead to own how Runway creates and captures value across all of it. You'll partner closely with our Self-Serve Product Lead to evolve our plans and credits, build the path from self-serve to enterprise, and set the pricing for every model we launch and every third-party model we serve. You'll build the pricing framework the rest of the company uses, and you'll be accountable for revenue growth, gross margin, and customer trust in equal measure. Runway Creative is an all-in-one platform giving creators and businesses endless ways to generate and edit video, images, and audio.

Responsibilities

Own self-serve pricing & packaging, including plan ladder and credit design, allowances, rollover, top-ups, annual vs. monthly, and regional pricing; run a continuous program of pricing and packaging experiments with Growth and Data; build the path to enterprise, including triggers, team and workspace constructs, seat and credit-pool models, and commit and consumption contracts; equip Sales with pricing playbooks, discount bands, and deal guardrails; create a company-wide pricing framework, publish pricing principles, value metrics, and decision process; run a regular pricing council with Product, Finance, Research, and GTM; set launch pricing for every Runway model release and define how model pricing evolves through deprecation; own third-party model economics, including credit pricing, target margins, competitive monitoring, and vendor terms with Partnerships; make per-model margin visible to the company; own communication of every pricing change, including advance notice, in-product usage visibility, spend controls, and customer FAQs; hire and lead a small pricing team over time; partner with billing engineering to turn decisions into systems

Requirements

10+ years across pricing, monetization, strategy, or strategic finance; 5+ years directly owning pricing and packaging decisions; track record of moving revenue, conversion, and margin; deep experience with usage, credit, or consumption-based pricing; ability to build a cost-to-serve and margin model from compute and inference inputs; understanding of hybrid seat + usage models; experience across self-serve and sales-led motions; experience shipping pricing changes for PLG subscription products and designing enterprise contracts and guardrails; fluency in pricing experiments, willingness-to-pay research, and cohort analysis; comfortable in SQL and financial models; ability to make decisions with incomplete information in a rapid-pace, high-accountability environment; excellent written and verbal communication

Nice to have

Pricing experience at an AI lab, AI-native product, API or developer platform, or creative tools company; experience pricing third-party or marketplace offerings