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Pricing Lead

Runway· Product
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Remote$290k - $360kFull-timePosted 1w ago

About the role

Pricing & Packaging Lead responsible for defining Runway's pricing strategy, self-serve to enterprise path, and company-wide pricing framework to drive revenue growth, margin, and customer trust.

Responsibilities

  • Own self-serve pricing & packaging: partner with the Self-Serve Product Lead on plan ladder and credit design, including allowances, rollover, top-ups, annual vs. monthly, and regional pricing. Run pricing/packaging experiments with Growth and Data.
  • Build the path to enterprise: design triggers, team/workspace constructs, seat/credit-pool models, and commitment/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 processes; run a regular pricing council with Product, Finance, Research, and GTM.
  • Price our models: set launch pricing for each Runway model release; collaborate with Research and Infrastructure on cost-to-serve; define pricing evolution from launch to deprecation as costs change.
  • Own third-party model economics: set credit pricing and target margins for partner models; monitor competitive pricing; work with Partnerships on vendor terms; make margins visible to the company.
  • Keep pricing changes trustworthy: communicate pricing changes clearly from advance notice to in-product usage visibility and spend controls.
  • Build the team: hire and lead a pricing team over time; partner with billing engineering to translate decisions into systems.

Qualifications

  • 10+ years across pricing, monetization, strategy, or strategic finance, with 5+ years directly owning pricing and packaging decisions.
  • Deep experience with usage, credit, or consumption-based pricing.
  • Experience across self-serve and sales-led motions.
  • Rigorous and experimental: pricing experiments, willingness-to-pay research, cohort analysis; proficient in SQL and financial models.
  • Thrive in a fast-paced, high-accountability culture with strong decision-making under uncertainty.
  • Excellent written and verbal communication; able to drive cross-functional decisions and explain pricing to customers.
  • Bonus: pricing experience at an AI lab, AI-native product, API or developer platform, or pricing third-party or marketplace offerings.

Skills

Required:Pricing strategyCost-to-serve modelingExperimental pricingSQL
Last updated Oct 25, 2026. Interested? Apply on the company site.
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