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, a…