Business Development Manager

Runwise; New York (NY); Hybrid; USD 100,000 - 120,000; Full time

Benefits offered by this job

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

Job summary

Runwise, a NYC-based energy startup, is hiring a Business Development Leader to grow our sales development team across the United States. You will hire, onboard, coach, and build processes that translate growth targets into daily execution.

Each BDR manages ~150 strategic accounts and partners with a Senior AE to drive revenue. You will shape playbooks, messaging, and qualification criteria, coach peers, and own pipeline quality while aligning with leadership on strategy and campaigns.

Qualifications

• 4+ years of experience in sales and pipeline building.
• 3+ years managing sales teams with direct reports, including hiring and coaching.
• 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.
• Familiarity with real estate, property management, proptech, SaaS, or energy/building tech markets is a plus.
• Excellent communication skills with ability to coach team members at varying levels.
• Analytical mindset with ability to build reports and diagnose performance gaps.
• High energy, low ego, and a focus on developing people.

Responsibilities

• Recruit, hire, and onboard new sales team members as the team scales.
• Coach team members through call and pipeline reviews and 1:1s.
• Design and refine sales playbooks, messaging, and qualification criteria with marketing and leadership.
• Set and manage team KPIs including activity, conversion, pipeline, and revenue.
• Own handoff processes across the sales cycle for quality and consistency.
• Maintain CRM hygiene and reporting within Salesforce and Outreach.
• Align target accounts, territory strategy, and campaign priorities with leadership.
• Identify tools, data sources, and workflows to improve team efficiency and pipeline quality.
• Foster a culture of accountability, collaboration, and growth.
• Report on team performance and capacity planning to leadership.

Skills

Sales leadership

Account-based selling

People development

KPIs

CRM proficiency

Communication

Tools

Salesforce

Outreach

Job description

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.