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Runwise, a Series B climate-tech startup, is seeking a Senior Director of Revenue Operations to build and lead the systems, processes, and insights powering its growing revenue organization. The company controls and operates key energy systems (heating, cooling, water) in 8,000+ buildings across the US, reducing energy usage and carbon emissions equivalent to 100,000 cars annually. Headquartered in NYC with established markets in Chicago, Boston, and Washington D.C., Runwise is scaling from a strong NYC footprint to a national revenue organization.
Reporting to the Chief Revenue Officer, this senior leadership role owns the operating infrastructure for planning, forecasting, territory design, quota setting, pipeline management, and revenue growth. You will lead the existing Sales Operations team while expanding the broader Revenue Operations function across Sales, Marketing, Partnerships, and Customer Success.
Key responsibilities include: partnering with CRO and GTM leadership to define and operationalize revenue strategy; leading annual and quarterly revenue planning including headcount modeling, quota setting, and territory design; developing strategies for scaling into new geographic markets; owning the company's revenue forecasting process and establishing predictable forecasts for leadership and the Board; building and maturing scalable processes, playbooks, and workflows across the revenue lifecycle; identifying and eliminating bottlenecks that impact conversion, productivity, and time-to-close; standardizing handoffs between Marketing, Sales, Partnerships, and Customer Success; building processes that support complex technical sales involving building owners, property managers, and MEP decision-makers; owning and optimizing the GTM technology stack (CRM, marketing automation, sales engagement, analytics, customer success platforms); establishing data governance and revenue data integrity; evaluating and implementing technology and AI solutions for forecasting, deal intelligence, pipeline management, and workflow automation; and building scalable infrastructure to support continued growth.
The ideal candidate is both strategic and highly operational, able to build systems from the ground up while remaining close to the business and its day-to-day needs. You will serve as a trusted partner to the CRO and executive team while working closely with frontline teams to ensure effective adoption of new processes and systems.
