Senior Director, Revenue Operations

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 partner to the CRO and executive leadership team

Partner closely with Sales, Marketing, Customer Success, Finance, Product, and Engineering

Bring an objective, data-driven perspective to GTM decisions

Build alignment across teams around shared goals, KPIs, and operating processes

Act as a bridge between strategy and execution across the revenue organization

WHO YOU ARE:

Based in the New York City area

A strategic and commercially minded operator who understands how RevOps directly impacts revenue growth

A builder who enjoys creating processes, systems, and teams in a high-growth environment

Highly analytical with the ability to translate data into business decisions and actionable recommendations

Comfortable operating at both the executive level and in the details of day-to-day operations

Strong communicator who can influence senior leaders as well as frontline teams

Comfortable working in a fast-paced, evolving startup environment

Curious, resourceful, and willing to roll up your sleeves to solve problems

A strong cross-functional leader who builds trust and drives accountability

REQUIREMENTS:

10+ years of experience in Revenue Operations, Sales Operations, Business Operations, or a related function

5+ years of experience leading and developing teams

Experience building or significantly scaling a RevOps organization, ideally in a growth-stage company

B2B SaaS experience required; experience in climate tech, PropTech, IoT, or other complex technical sales environments is a plus

Proven experience with forecasting, revenue planning, territory design, quota setting, pipeline management, and GTM analytics

Experience owning or significantly influencing a modern GTM technology stack

Strong analytical, financial, and data modeling skills

Experience using data and technology to improve revenue performance and operational efficiency

Working knowledge of AI applications in Revenue Operation