About the role
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