Job Description
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.
Responsibilities will include, but are not limited to:
Account Growth and Cross-Sell
- 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
Customer Relationships
- 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
Renewals and Retention
- 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
Cross-Functional Partnership
- 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
Who you are:
- 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
Salary range: On Target Earnings of $140,000 - $150,000(Uncapped Commission) based on experience level
Benefits:
- Medical, dental, and vision insurance
- HSA & FSA options
- Paid Parental Leave
- Access to Talkspace & Health Advocate
- Flexible PTO
- Commuter Benefits
- 401K
- Company paid life insurance
- Voluntary supplemental life insurance
- Summer Fridays
- Monthly L&D Series
- Employee Resource Groups (e.g. DEIB Committee, Run Club)
- Hybrid working environment - in NYC office 3 days per week
This is an excellent opportunity to join a fast-growing company, one of the true leaders within energy efficiency in the Northeast. You will be surrounded by talented people, including working very closely with our co-founder and sales leader. Your success will also make a tangible impact on reducing carbon emissions across the country, within the cities where we operate.
