Director Territory Sales

Runwise is looking for a DIRECTOR TERRITORY SALES to own and accelerate revenue growth across our Midwest and Northeast markets. This is a critical leadership role: you will directly manage a team of Territory Managers covering Boston Washington D.C. Chicago and the Great Lakes region with potential expansion of our footprint into new markets over time. You will be accountable for hitting aggressive sales targets in 2026 and 2027 while building the team systems and strategy to sustain long-term growth.

Runwise (www.runwise.com) is a fast-paced customer-focused climate-tech startup that controls and runs the key energy systems (heating water etc.) in 8000+ buildings throughout the US. Runwise’s unique hardware and software service significantly reduces energy usage substantially lowering costs and carbon output. As of today Runwise’s technology takes the equivalent of 100000 cars worth of carbon emissions off the road each year.

As DIRECTOR TERRITORY SALES you will have direct ownership of a multi-territory sales organization managing Territory Managers and working cross-functionally with business development marketing and leadership to drive results. You will report directly into senior Runwise leadership and play a key role in shaping the future of our sales organization.

• Owning revenue: you are directly accountable for hitting ambitious territory sales targets across Boston Washington D.C. Chicago and the Great Lakes region 
• Building and executing market-specific growth strategies for each territory tailoring approach to local dynamics competitive landscape and customer segments
• Maintaining clear pipelines holding regular 1:1s co-selling alongside team members conducting deal reviews and being deeply engaged in the day-to-day activity of your team
• Leading mentoring and developing Territory Managers to hit and exceed their individual quotas; identifying strengths closing skill gaps and helping each rep grow into their territory
• Spending meaningful time in market this role requires up to 50% travel to be present with your team and key customers across all territories
• Overseeing and collaborating with business development resources embedded in or supporting territories including managing through a BD team manager as the team scales
• Contributing to and improving our sales processes playbooks and tools — identifying what’s working across territories and scaling best practices
• Working with partnerships marketing product and leadership on go-to-market strategy brand presence in key cities and new market expansion planning
• Build strong relationships with property managers co‑op boards and other key stakeholders ensuring Runwise is viewed as a reliable and valued partner
• Foster a culture of internal mobility by developing and promoting top performers while maintaining healthy candidate pipelines to support future growth
• Lead and manage a team of Territory Managers with rigor accountability and consistency while creating an environment where talented people want to stay grow and deliver their best work

• You have 7+ years of B2B sales experience including at least 3 years directly managing a team of quota-carrying Account Executives Territory Managers or equivalent roles — with a track record of hitting or exceeding team revenue targets
• You thrive in fast-paced high-growth startup environments where the playbook is still being written and you’re expected to figure things out quickly
• You are a hands-on manager — you don’t manage from a distance; you inspect pipelines join calls ride-along on deals and are deeply engaged with your team’s day-to-day
• You are highly analytical and data-driven: you use CRM data and pipeline metrics to understand what’s working identify gaps and make decisions (Salesforce experience strongly preferred)
• Experience in real estate proptech or climate tech is a plus — but a strong background managing geographically distributed sales teams in a high-growth environment is most important
• You have excellent communication coaching and relationship-building skills  both with your team and with key customers
• You are comfortable with ambiguity and take ownership — if something isn’t working you diagnose it and fix it
• You see this as a leadership platform not just a number to hit. You want to build something grow people and take on more scope over time. 

Salary range: On Target Earnings of $200000 – $250000 ($125000–$150000 base + $75000–$100000 variable uncapped commission) based on experience level

What you believe: 

• No job is too small.
• Sincerity builds trust.
• Setbacks fuel progress.
• Efficiency is vital.

Benefits:

• Medical dental and vision insurance
• HSA & FSA options
• Paid Parental Leave
• Access to Talkspace & Health Advocate
• Flexible PTO
• Commuter Benefits
• 401K
• Company paid life insurance
• Voluntary supplemental life insurance
• Free in-office lunch on Wednesdays
• Hybrid work environment
• Summer Fridays
• Monthly L&D Series
• Employee Resource Groups (e.g. DEIB Committee Run Club)

This is a rare opportunity to step into a high-impact leadership role at one of the true leaders in energy efficiency. This is an IN OFFICE role based in our New York City HQ with the expectation of up to 50% travel to your territories. Your success will drive meaningful measurable impact on carbon emissions reduction in some of America’s most important cities.

What We Do

Runwise is a fast-paced customer-focused New York City / Boston based energy tech startup that controls the heating systems in nearly 2000 + buildings throughout the Northeast. Runwise’s unique hardware and software service significantly reduces energy usage substantially lowering costs and carbon output.

Why Work With Us

We are unique in the industry because we use a dynamic real-time data-driven approach to manage every aspect of heating systems helping our customers reduce energy costs and tenant complaints. We take responsibility for the quality of the boiler operation tenant comfort and most importantly fuel savings.

Gallery