Senior Director, Revenue Operations

About this role

Senior Director, Revenue Operations

Job description

Runwise is seeking a Senior Director, Revenue Operations to build and lead the systems, processes, and insights that power our growing revenue organization. This is a senior leadership role responsible for creating a predictable, scalable, and data-driven revenue engine across Sales, Marketing, Partnerships, and Customer Success as Runwise expands nationally.

The Senior Director, Revenue Operations will lead the existing Sales Operations team while building out the broader RevOps function. This role will own the operating infrastructure behind how Runwise plans, forecasts, territories, quotas, pipelines, and ultimately grows revenue. The ideal candidate is both strategic and highly operational, with the ability to build systems from the ground up while remaining close to the business and its day-to-day needs.

This role reports to the Chief Revenue Officer and will work closely with executive leadership, Sales, Marketing, Customer Success, Finance, Product, and Engineering.

THE TEAM

Runwise is a fast-paced, customer-focused climate-tech startup that controls and runs the key energy systems (heating, cooling, 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. Runwise is headquartered in New York City with established markets in Chicago, Boston, and Washington D.C.

THE ROLE

As Senior Director, Revenue Operations, you will lead the function responsible for creating the systems, processes, and insights that enable Runwise to scale its revenue organization nationally.

You will oversee Sales Operations while expanding the broader Revenue Operations function across the revenue lifecycle. This includes forecasting, territory and quota planning, pipeline management, reporting, systems, process optimization, and cross-functional GTM planning.

This role requires a leader who is both strategic and hands-on — someone who can look at the business, identify where the revenue engine is breaking down, and build the processes and systems needed to fix it. You will serve as a trusted partner to the CRO and executive team while also working closely with frontline teams to ensure new processes and systems are adopted effectively.

You will play a critical role in helping Runwise transition from a strong NYC footprint to a scalable national revenue organization.

KEY RESPONSIBILITIES

Revenue Strategy & Planning

• Partner with the CRO and GTM leadership to define and operationalize Runwise’s revenue strategy

• Lead annual and quarterly revenue planning, including headcount modeling, quota setting, territory design, and capacity planning

• Develop strategies for scaling the revenue organization into new geographic markets

• Partner with Finance, Product, and GTM leadership on pricing, packaging, and new monetization opportunities

• Identify opportunities to improve revenue growth, productivity, and retention through data and operational insights

Forecasting & Revenue Performance

• Own the company’s revenue forecasting process and establish a predictable, defensible forecast for executive leadership and the Board

• Develop forecasting methodologies, pipeline coverage models, and performance benchmarks

• Monitor pipeline health, conversion rates, sales cycles, win rates, churn, retention, and expansion

• Identify risks and opportunities within the revenue funnel and proactively recommend actions

• Establish a single source of truth for pipeline, forecast, and revenue reporting

Process & Operational Scaling

• Build and mature scalable processes, playbooks, and workflows across the revenue lifecycle

• Identify bottlenecks and inefficiencies and implement solutions that improve conversion, productivity, and time-to-close

• Standardize handoffs between Marketing, Sales, Partnerships, and Customer Success

• Build processes that support a complex, technical sales motion involving building owners, property managers, and MEP decision-makers

• Drive consistent adoption of processes across GTM teams

Systems, Data & AI

• Own and optimize the GTM technology stack, including CRM, marketing automation, sales engagement, analytics, and customer success platforms

• Establish data governance and ensure the integrity and accuracy of revenue data

• Evaluate and implement technology and AI solutions that improve forecasting, deal intelligence, pipeline management, reporting, and workflow automation

• Continuously assess whether existing systems and tools are effectively supporting the needs of the business

• Build scalable infrastructure that can support Runwise’s continued growth

Insights & Reporting

• Build dashboards, reporting, and analytical models for Sales, Marketing, Customer Success, executive leadership, and the Board

• Translate complex data into clear business insights and actionable recommendations

• Develop reporting that enables leaders to understand performance, identify trends, and make better decisions

• Establish KPIs and operating metrics across the revenue organization

• Ensure leadership has a clear understanding of the health and trajectory of the business

Team Leadership

• Lead and develop the existing Sales Operations team, including Sales Ops, Post-Sales Operations, and Sales Development Operations

• Assess and evolve the RevOps organizational structure as Runwise scales

• Hire, develop, and retain high-performing RevOps talent

• Establish the long-term vision, operating model, and roadmap for the RevOps organization

• Create a culture of accountability, continuous improvement, and data-driven decision-making

• Lead change management and ensure successful adoption of new processes, systems, and ways of working

Cross-Functional Leadership

• Serve as a strategic p

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