Key Account Manager

Runwise•New York, NY

23d•$140,000 - $150,000•Hybrid

About The Position

Runwise is looking for a Key Account Manager to join our team. This highly consultative and strategic sales role will serve as the crucial bridge between our Customer Success and Account Executive teams. You'll be responsible for driving significant upsell opportunities within our portfolio of the largest real estate owners and property managers in NYC, turning existing client relationships into high-value deployments. This role is about thinking strategically and acting as a trusted advisor to help our clients expand their use of our innovative climate-tech solutions. 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 8,000+ 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. The Key Account Manager (KAM) is the core role within our sales pods that owns customer growth. The KAM team manages relationships with executive sponsors of Runwise’s largest customers who tend to own and/or manage at least several hundred properties. This is a quota-carrying role focused on cross-sell and upsell. The right person is part relationship-builder, part commercial operator: they earn the trust of their customers and use that trust to grow the account. You'll partner closely with Customer Success, Sales, and Product to: Make customer’s active portfolios with us as successful as possible. Ensure decision makers know how much success we’re creating for their portfolio. Expand that success to the rest of their portfolio and the rest of our solutions.

Requirements

4+ years in a quota-carrying SaaS sales or account management role with documented success against quota
Proven track record of expanding existing accounts through cross-sell and upsell
Strong commercial instincts: comfortable with pricing conversations, contract negotiation, and forecasting
Excellent relationship-building skills with the ability to navigate complex stakeholder environments
Strong written and verbal communication, including running executive-level business reviews
Comfort working with CRM tools (Salesforce, HubSpot, or similar) to manage pipeline and account activity
Self-directed and organized: able to manage a portfolio of accounts independently

Responsibilities

Carry an individual quota tied to expansion revenue across your book of business
Identify cross-sell opportunities (additional buildings, additional modules, contract upgrades) and manage deal cycles.
Build expansion plans for each strategic account that map customer goals to Runwise product capabilities
Forecast accurately and manage your pipeline in the company CRM
Build and cultivate strong, multi-threaded relationships with executive sponsors across each account: champions, economic buyers, end users, and executive sponsors
Serve as the primary commercial point of contact for your customers
Conduct regular business reviews that connect customer outcomes to the value Runwise delivers
Anticipate customer needs and proactively bring solutions before issues become escalations
Own the renewal process for your book of business, including pricing, terms, and contract execution
Identify at-risk accounts early and partner with Customer Success on retention plans
Negotiate multi-year agreements where appropriate to lock in customer commitment
Partner with your sales pod (Account Executive, Business Development, Customer Success) on adoption, customer health, and expansion.
Surface product feedback and feature requests to Product and Engineering teams
Collaborate with Marketing on case studies, customer references, and event participation