The posting
ABOUT RUNLAYER
AI is transforming how every company operates, but most enterprises are stuck. They want to move fast with AI Agents, tools, and workflows, but they can't do it safely. We're fixing that.
Our team built AI Actions for OpenAI, shipped Zapier Agents to millions of users, and launched the first remote MCP server with Anthropic. We helped establish the protocol, and now we're building the platform enterprises need to actually put AI to work.
Runlayer is one platform for MCPs, Skills, and Agents: purpose-built security, fine-grained governance, and complete observability so organizations can go all-in on AI across the entire company without the risk. We just raised a $30M Series A led by Felicis, with participation from Khosla Ventures, bringing our total raised to $42M. Already trusted by Gusto, Instacart, Opendoor, dbt Labs, and Decagon.
ABOUT THE ROLE
As a Deployment Strategist, you’ll own customer adoption and growth through the deployment and successful release of AI infrastructure. Customers come to Runlayer with a proof of value that works; your job is to take them from that first production use case to an enterprise-wide deployment.
You'll own a book of enterprise accounts and be measured on net dollar retention: driving the satisfaction, adoption, and outcomes that let customers realize their AI goals. You'll be the person their security, IT, and AI teams work with every week, uniting business leaders and technical stakeholders behind one plan and getting Runlayer deployed widely enough to matter. You'll partner closely with Account Executives on growth and renewals and with Forward Deployed Engineers who run the technical rollout.
WHY YOU'LL THRIVE HERE
- Impact: As one of Runlayer's founding Deployment Strategists, you'll define how Runlayer scales customers from proof of value into production and take the first accounts through renewal
- Excellence: Work alongside the engineers who helped establish MCP and the Forward Deployed Engineers who take customers to production
- Ownership: Own a book of enterprise accounts end-to-end, from POC through enterprise-wide deployment and renewal
WHAT YOU'LL DO
- Scale proof of value into production: Pick up each account with the success criteria, rollout plan, and open issues in hand, then own the path from initial deployment to widespread, enterprise-wide adoption while the FDE runs the technical rollout
- Unite the stakeholders: Run a working cadence with the customer's security, IT, infrastructure, and AI teams, connect business leaders with technical owners, and keep adoption moving towards their AI goals
- Lead at the executive level: Plan and run QBRs, readouts, and enablement sessions with the AE, from the working teams up to the CISOs, CTOs, and leaders of AI Transformation, translating deployment progress into the business narrative
- Know the product deeply: Answer how-to questions, walk customers through new features, and turn their AI goals into a concrete plan across MCPs, skills, and agents
- Own account health: Review every account consistently and act on risk before the customer raises it. Triage technical issues, hand them to support with the context needed to resolve them, and keep the customer informed
- Drive retention and expansion: Share responsibility for renewals and upsell with AEs - own renewal readiness, write the renewal plan 90 days out, spot expansion opportunities as they surface mid-engagement, and bring in the AE and FDE to pursue them
- Make the playbook better: Relay what you learn in the field back to Product and Sales, and fix friction in how we deploy
WHAT WE'RE LOOKING FOR
- AI-native: You're passionate about AI and excited about what it's doing inside the enterprise - you build and use agents in your daily work
- Intellectually curious: You dig into how things work, learn new tools fast, and treat setbacks as information
- 5+ years in a customer-facing technical role: Deployment Strategist, Technical Account Manager, Customer Success Engineer, Solutions Architect, professional services, or technology consulting
- Consulting or operating experience: You know how a company works from the executive level down, structure ambiguous problems quickly, and tie a product to the business's goals
- Proven ownership of multiple enterprise accounts with shared responsibility for renewals and expansion
- Technical depth: You can explain SSO and SCIM, MCP servers and AI clients, and access policies to an engineer, and read logs and API responses to triage an issue
- Executive presence: You've run business reviews and enablement sessions with security, IT, and AI leaders, up to the CISO and CTO, and can move between root-cause detail and the executive story in one conversation
- Clear writer: Account plans, handoff notes, and tickets an engineer can act on without follow-up questions
BONUS QUALIFICATIONS
- An active GitHub, software you've built on the side, or hobby projects built with AI
- Experience at an AI or data platform company
- Post-sale experience at a security, identity, or developer infrastructure company
- You've supported a self-hosted product running on AWS, Kubernetes, or Terraform
- You've built customer health scoring or dashboards in SQL
WHAT WE OFFER
We provide a competitive package designed to attract and retain top talent who can work effectively with enterprise customers.
- Competitive salary and equity — compensation that reflects your expertise and customer-facing responsibilities.
- Paid time off — paid vacation, paid sick leave, and paid parental leave.
- Professional development — budget for conferences, courses, and certifications in AI, enterprise software, and customer success.
- Top-tier equipment — your choice of laptop and accessories to create your ideal work environment.
- Health benefits — comprehensive health, dental, and vision coverage.
- Customer interaction opportunities — work directly with innovative companies and see the immediate impact of your work.
Not quite the right fit? Reach out to [email protected] [email protected] with details about your experience and interests.
