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Salary: USD 80,000 - 120,000 / annual
Runwise is a Series B energy startup based in New York City that controls and optimizes heating systems in 10,000+ buildings across the US. The company's hardware and software platform significantly reduces energy usage, lowering costs and carbon emissions—equivalent to removing 35,000 cars' worth of emissions annually. Runwise partners with major property owners and managers nationwide and is backed by prestigious investors in the climate tech space.
As Sales Development Manager, you will lead and grow a high-performing sales development team driving the top of the sales funnel. You will own team recruitment, hiring, and onboarding as the team scales. Your responsibilities include coaching team members through call reviews, pipeline reviews, and regular 1:1s focused on skill development and goal attainment. You will design and refine sales playbooks, messaging, and qualification criteria in partnership with marketing and sales leadership. You will set and manage team KPIs including activity, conversion, pipeline, and revenue contribution. You will own handoff processes across the sales cycle to ensure quality and consistency, maintain CRM hygiene standards in Salesforce and Outreach, and partner with sales leadership on target accounts, territory strategy, and campaign priorities. You will identify and implement tools, data sources, and workflows that improve team efficiency and pipeline quality. You will build a team culture rooted in accountability, collaboration, and career development, and report on team performance, pipeline impact, and capacity planning to sales leadership.
This role sits at the intersection of coaching, process design, and revenue accountability. You will work closely with leadership and create a culture of high performance and continuous improvement. The ideal candidate is an ambitious, people-first manager with a proven track record leading sales teams and an operational, hunter mindset.
**Requirements:**
- 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 genuine investment in developing people
