Application Guide

How to Apply for Territory Business Development Representative

at Runwise

🏢 About Runwise

Runwise is a climate-tech startup with a proven track record, having already installed its unique hardware and software service in over 8,000 buildings across the US. Their mission-driven approach directly tackles carbon emissions, taking the equivalent of 100,000 cars off the road annually, which is a tangible and compelling impact. Working here means joining a fast-paced, customer-focused team in a high-growth sector where your sales efforts directly contribute to environmental sustainability and significant cost savings for major real estate clients.

About This Role

As a Territory Business Development Representative at Runwise, you will be the frontline hunter responsible for generating new business opportunities within a designated geographic area, focusing on building relationships with large real estate firms. Your day-to-day will involve proactive prospecting, lead qualification, and initiating conversations to expand Runwise's client base among 'the biggest names in Real Estate.' This role is impactful because each new client you secure directly contributes to reducing fuel use and carbon emissions by 20-25% in their buildings, aligning sales success with environmental mission.

💡 A Day in the Life

A typical day starts by reviewing your territory pipeline in Salesforce, prioritizing outreach to high-value real estate prospects identified through market research. You'll spend several hours on proactive activities: crafting personalized emails, making cold calls to property management firms, and leveraging LinkedIn to connect with decision-makers. The afternoon might involve collaborating with the sales team to qualify leads, updating CRM records, and preparing for follow-ups, all while tracking metrics like calls made, meetings set, and opportunities generated to drive toward monthly targets.

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🎯 Who Runwise Is Looking For

  • Has 1-3 years of proven B2B sales or business development experience, ideally within proptech, SaaS, or energy services, with a track record of meeting or exceeding lead generation quotas.
  • Is a self-driven hunter who thrives on independent prospecting using tools like Salesforce or HubSpot, and can strategically analyze a territory to identify and prioritize potential real estate clients.
  • Possesses exceptional communication skills to articulate Runwise's value proposition—slashing costs and carbon—to C-level executives and property managers in the commercial real estate sector.
  • Is genuinely passionate about climate tech and sustainability, able to connect the company's mission of reducing emissions to the practical business needs of large property owners.

📝 Tips for Applying to Runwise

1

Tailor your resume to highlight specific B2B sales achievements (e.g., 'Generated X qualified leads per month' or 'Increased pipeline by Y%') and explicitly mention experience with CRM platforms like Salesforce, as this is a key requirement.

2

In your cover letter or application, demonstrate knowledge of Runwise's current markets (NYC, Chicago, Boston, D.C.) and suggest how you'd approach prospecting in one of these territories or a new expansion area.

3

Research and reference a specific large real estate company (e.g., a REIT or major property manager) that could benefit from Runwise's technology, showing you've done targeted homework.

4

If you have any experience in energy efficiency, proptech, or sustainability, emphasize it prominently—this isn't just any B2B sales role; it's mission-driven climate tech.

5

Prepare a 30-second pitch on how you would explain Runwise's value (20-25% reductions in fuel/carbon) to a skeptical building owner, and be ready to share it if asked.

✉️ What to Emphasize in Your Cover Letter

["Express genuine enthusiasm for Runwise's mission to reduce carbon emissions and how your sales skills can directly contribute to scaling their impact in the real estate sector.", 'Provide a concise example of a successful prospecting or lead generation campaign you executed in a B2B environment, quantifying results if possible.', 'Explain why you are specifically interested in selling to the commercial real estate vertical and how you would build relationships with these clients.', "Mention your familiarity with sales engagement tools and CRM software, and how you've used them to manage a territory or pipeline effectively."]

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🔍 Research Before Applying

To stand out, make sure you've researched:

  • → Deep dive into Runwise's case studies or blog posts to understand exactly how their technology works and the specific results (cost savings, emission reductions) they've achieved for clients.
  • → Research the commercial real estate market, focusing on major players (like REITs or large management firms) in Runwise's established cities (NYC, Chicago, Boston, D.C.) to identify potential targets.
  • → Look into industry challenges related to building emissions, energy costs, and sustainability regulations (e.g., Local Law 97 in NYC) that Runwise's solution addresses.
  • → Explore the company's culture through their 'Team' page or employee reviews to understand their fast-paced, mission-driven environment.

💬 Prepare for These Interview Topics

Based on this role, you may be asked about:

1 Walk me through your process for researching and prospecting a new territory, specifically for targeting large real estate companies.
2 How would you handle an objection from a property manager who says they're satisfied with their current heating system maintenance provider?
3 Describe a time you used a CRM (like Salesforce) to track leads and manage your sales pipeline. What metrics did you focus on?
4 Why are you passionate about working for a climate-tech company like Runwise, and how do you see this role contributing to sustainability goals?
5 How would you prioritize outreach between different types of real estate clients (e.g., large multifamily portfolios vs. commercial office buildings) in your territory?
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⚠️ Common Mistakes to Avoid

  • Submitting a generic sales resume without tailoring it to B2B, lead generation, or the real estate/energy sector—Runwise needs a specialist, not a generalist.
  • Failing to demonstrate knowledge of Runwise's mission or technology; candidates who don't mention sustainability or climate impact will seem misaligned.
  • Overemphasizing account management or customer service experience without highlighting proactive hunting, prospecting, and lead generation skills—this is an outbound role.

📅 Application Timeline

This position is open until filled. However, we recommend applying as soon as possible as roles at mission-driven organizations tend to fill quickly.

Typical hiring timeline:

1

Application Review

1-2 weeks

2

Initial Screening

Phone call or written assessment

3

Interviews

1-2 rounds, usually virtual

✓

Offer

Congratulations!

Ready to Apply?

Good luck with your application to Runwise!

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