Strategic / Founding Business Development Representative
Runware, San Francisco, California, United States, 94199
About the Role
We’re hiring a
Strategic / Founding Business Development Representative , a key early GTM hire responsible for generating pipeline, qualifying strategic opportunities, and shaping how we engage AI-native builders.
You’ll work closely with founders, GTM leadership, and cross-functional partners to influence deals end to end and help define the early sales playbook. This role is well suited to someone who thrives in early-stage environments and enjoys mixing technical curiosity with commercial execution.
This position is
SF-first , with in-person collaboration, customer meetings, and ecosystem engagement as a core part of the role.
What You’ll Do Pipeline Generation & Qualification
Identify and engage AI-native SaaS companies, developer platforms, creative tools, and high-volume builders
Qualify inbound interest (trials, usage signals, product tests) and targeted outbound leads
Run high-velocity outbound with clear technical positioning (cost, speed, unified API)
Re-engage leads around product launches, model updates, or usage signals
Customer Engagement & Support
Lead discovery conversations to understand technical needs and buying signals
Guide prospects toward the right documentation, examples, and workflows
Coordinate demos, benchmarks, and test plans with Sales, Product, and Engineering
Cross-Functional Collaboration
Work directly with founders and the Developer Growth Lead on pipeline and proposals
Partner with Marketing on messaging, case studies, and outbound content
Maintain clean CRM data, qualification notes, and pipeline reporting
Execution & Ownership
Own weekly activity targets (outreach, follow-ups, qualification)
Experiment with outreach approaches and help build scalable BDR motions
Convert developer conversations into active tests and revenue opportunities
What We’re Looking For
1–4+ years of experience in Sales Development, Business Development, or similar customer-facing roles (SaaS, devtools, AI, or fast-growing startups preferred)
Strong communicator, comfortable engaging both technical and non-technical stakeholders
High-velocity work style with strong follow-through
Curious and coachable, with interest in models, inference costs, and developer workflows
Bias for execution in low-process, zero-to-one environments
Genuine interest in the generative AI ecosystem
Based in or willing to be regularly present in
San Francisco
Nice to Have
Experience selling or supporting developer tools, APIs, or AI / ML platforms
Familiarity with image, video, or multimodal AI workflows
Previous experience as an early GTM hire or part of a founding sales team
Existing network in the SF / Bay Area startup or AI ecosystem
Why This Role Is Exciting
Work directly with founders and GTM leadership
Be on the frontlines of one of the fastest-moving spaces in tech
Have real ownership over pipeline and early revenue
Help define the BD playbook as the company scales
Clear growth paths toward AE, Partnerships, or Sales leadership
Success in This Role Looks Like
Consistent, high-quality inbound and outbound qualification
Hitting weekly and monthly pipeline targets
Strong feedback loops with founders, Sales, and Engineering
Turning developer conversations into tests, integrations, and early customers
Becoming a trusted first contact for builders exploring Runware
We’re a remote-first collective, meeting in person twice a year to plan, brainstorm, celebrate wins, and enjoy some face-to-face time. We have core hours for cooperative working and calls, but outside of that your calendar is yours. Work the hours that let you perform at your peak while also building a healthy life.
Our release cycles are fast and intense, but they’re followed by real downtime. After big pushes we expect the team to unplug, recharge, and come back ready & stronger than ever for the next leap.
Generous paid time off – vacation, sick days, public holidays
Meaningful stock options – share in the upside you create
Remote-first setup – work from home anywhere we can employ you
Flexible hours – own your schedule outside core collaboration blocks
Family leave – paid maternity, paternity, and caregiver time
Company retreats – twice-yearly gatherings in inspiring locations
Please note:
We are unable to offer visa sponsorship in the UK at this time. Candidates must have existing right to work in the UK.
#J-18808-Ljbffr
Strategic / Founding Business Development Representative , a key early GTM hire responsible for generating pipeline, qualifying strategic opportunities, and shaping how we engage AI-native builders.
You’ll work closely with founders, GTM leadership, and cross-functional partners to influence deals end to end and help define the early sales playbook. This role is well suited to someone who thrives in early-stage environments and enjoys mixing technical curiosity with commercial execution.
This position is
SF-first , with in-person collaboration, customer meetings, and ecosystem engagement as a core part of the role.
What You’ll Do Pipeline Generation & Qualification
Identify and engage AI-native SaaS companies, developer platforms, creative tools, and high-volume builders
Qualify inbound interest (trials, usage signals, product tests) and targeted outbound leads
Run high-velocity outbound with clear technical positioning (cost, speed, unified API)
Re-engage leads around product launches, model updates, or usage signals
Customer Engagement & Support
Lead discovery conversations to understand technical needs and buying signals
Guide prospects toward the right documentation, examples, and workflows
Coordinate demos, benchmarks, and test plans with Sales, Product, and Engineering
Cross-Functional Collaboration
Work directly with founders and the Developer Growth Lead on pipeline and proposals
Partner with Marketing on messaging, case studies, and outbound content
Maintain clean CRM data, qualification notes, and pipeline reporting
Execution & Ownership
Own weekly activity targets (outreach, follow-ups, qualification)
Experiment with outreach approaches and help build scalable BDR motions
Convert developer conversations into active tests and revenue opportunities
What We’re Looking For
1–4+ years of experience in Sales Development, Business Development, or similar customer-facing roles (SaaS, devtools, AI, or fast-growing startups preferred)
Strong communicator, comfortable engaging both technical and non-technical stakeholders
High-velocity work style with strong follow-through
Curious and coachable, with interest in models, inference costs, and developer workflows
Bias for execution in low-process, zero-to-one environments
Genuine interest in the generative AI ecosystem
Based in or willing to be regularly present in
San Francisco
Nice to Have
Experience selling or supporting developer tools, APIs, or AI / ML platforms
Familiarity with image, video, or multimodal AI workflows
Previous experience as an early GTM hire or part of a founding sales team
Existing network in the SF / Bay Area startup or AI ecosystem
Why This Role Is Exciting
Work directly with founders and GTM leadership
Be on the frontlines of one of the fastest-moving spaces in tech
Have real ownership over pipeline and early revenue
Help define the BD playbook as the company scales
Clear growth paths toward AE, Partnerships, or Sales leadership
Success in This Role Looks Like
Consistent, high-quality inbound and outbound qualification
Hitting weekly and monthly pipeline targets
Strong feedback loops with founders, Sales, and Engineering
Turning developer conversations into tests, integrations, and early customers
Becoming a trusted first contact for builders exploring Runware
We’re a remote-first collective, meeting in person twice a year to plan, brainstorm, celebrate wins, and enjoy some face-to-face time. We have core hours for cooperative working and calls, but outside of that your calendar is yours. Work the hours that let you perform at your peak while also building a healthy life.
Our release cycles are fast and intense, but they’re followed by real downtime. After big pushes we expect the team to unplug, recharge, and come back ready & stronger than ever for the next leap.
Generous paid time off – vacation, sick days, public holidays
Meaningful stock options – share in the upside you create
Remote-first setup – work from home anywhere we can employ you
Flexible hours – own your schedule outside core collaboration blocks
Family leave – paid maternity, paternity, and caregiver time
Company retreats – twice-yearly gatherings in inspiring locations
Please note:
We are unable to offer visa sponsorship in the UK at this time. Candidates must have existing right to work in the UK.
#J-18808-Ljbffr