Director, Territory Sales

Runwise•New York, NY

2d•$200,000 - $250,000•Hybrid

About The Position

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 100,000 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.

Requirements

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
Thrive in fast-paced, high-growth startup environments where the playbook is still being written and you’re expected to figure things out quickly
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)
Excellent communication, coaching, and relationship-building skills both with your team and with key customers
Comfortable with ambiguity and take ownership — if something isn’t working, you diagnose it and fix it
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.

Nice To Haves

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
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

Responsibilities

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