Strong fit for experienced sales team leaders who build processes and coach in real estate and energy tech, with a focus on collaboration and high-performance culture in New York.
Derived from job-description analysis by Serendipath's career intelligence engine.
Original posting from Runwise via Greenhouse
Runwise is looking for a Business Development Leader to lead, coach, and grow our high-performing sales development team as we accelerate growth across the United States.
The Team
Runwise (www.runwise.com) is a fast-paced New York City-based energy startup that controls and runs heating systems in 10,000+ buildings across the US. Runwise's unique hardware and software services significantly reduce energy usage, substantially lowering costs and carbon output. As of today, Runwise's technology takes the equivalent of 35,000 cars worth of carbon emissions off the road each year. Runwise works with the biggest owners and property managers in the country and is backed by some of the most prestigious investors in the space.
The Role
This role leads the Runwise Business Development team, which opens doors at the biggest names in real estate. You will hire, onboard, and develop talent, set clear goals, and build the processes that turn company growth targets into daily execution. Each BDR owns a list of about 150 strategic accounts, roughly half existing customers and half net-new, and partners with a Senior Account Executive to drive portfolio expansion and new business. You will coach BDRs on account strategy, reaching multiple decision makers inside complex organizations, and tailoring the message to each buyer persona. You will build the process that keeps each BDR and AE pair aligned from first meeting through proposal, and you will be accountable for the pipeline that drives a substantial portion of the company’s revenue. You will work closely with leadership, partner with sales and marketing, and create a culture of high performance and continuous improvement. The right candidate is an ambitious, people-first manager who has led account-based sales teams before and brings an operational and hunter mindset.
Responsibilities
Recruit, hire, and onboard new sales team members as the team scales
Coach team members through call reviews, pipeline reviews, and regular 1:1s focused on skill development and goal attainment
Design and refine sales playbooks, messaging, and qualification criteria in partnership with marketing and sales leadership
Set and manage team KPIs, including activity, conversion, and pipeline and revenue contribution
Own handoff processes across the sales cycle to ensure quality and consistency
Maintain CRM hygiene standards and reporting within Salesforce and Outreach
Partner with sales leadership to align target accounts, territory strategy, and campaign priorities
Identify and implement tools, data sources, and workflows that improve team efficiency and pipeline quality
Build a team culture rooted in accountability, collaboration, and career development
Report on team performance, pipeline impact, and capacity planning to sales leadership
Qualifications
4+ years of experience in sales, including prospecting and building pipeline
3+ years managing sales teams with direct reports, including hiring, coaching, and performance management
Demonstrated track record of meeting or exceeding team pipeline and revenue targets
Experience hiring, onboarding, and developing early-stage sales talent
Startup or high-growth experience where processes were still being built
Strong working knowledge of Salesforce, Outreach or similar sales engagement platforms, and prospecting tools
Familiarity with real estate, property management, proptech, SaaS, or energy and building technology markets is a strong plus
Excellent communication skills with the ability to coach team members at varying experience levels
Analytical mindset with comfort building reports, tracking leading indicators, and diagnosing performance gaps
High energy, low ego, and a genuine investment in developing people
Compensation
Depending on the position, the base salary range is $100,000 to $120,000, plus a commission opportunity tied to team performance. Final base salary will depend on experience and qualifications, and specific position.
Benefits
Company-paid life insurance
Medical, Dental, Vision Insurance
401k
Voluntary supplemental life insurance
Free in-office lunch on Wednesdays
Hybrid work environment
Summer Fridays
Employee Resource Groups (e.g. DEIB Committee, Run Club)
Why Runwise
This is an excellent opportunity to join a fast-growing company, one of the true leaders within energy efficiency in the Northeast. You will be surrounded by talented people, including working closely with our leadership team. Your success will also make a tangible impact on reducing carbon emissions across the country, within the cities where we operate.
Source: Runwise careers (Greenhouse)