Territory Business Development Representative New York, New York About Runwise Runwise helps buildings run more efficiently by controlling and monitoring key energy systems like heating, cooling, and water. Our hardware and software reduce utility waste, lower operating costs, and cut carbon emissions at scale. Today, Runwise removes the equivalent of 100,000 cars' worth of carbon from the road each year. As we continue to expand, our territory business is central to the company's growth story. We've built the leading smart building platform in the U.S. - 10,000+ buildings and counting, proven markets across New York, Boston, Chicago, D.C., Philadelphia, and more, and a product that makes our clients' lives easier while combatting climate change. Now we're taking that playbook north into Toronto, and we need someone to lead that charge from our New York office. The Role This is not a ‘smile and dial’ role. We are looking for someone who can help us build and expand our presence in Toronto by creating pipeline, developing smart outbound strategies, and becoming deeply familiar with the local market. You will spend much of your time on outbound prospecting, but this role also includes a broader market-building element: identifying creative ways to generate opportunities, building relationships around the ecosystem, and helping us refine what works in the territory. This role is a strong fit for someone who likes autonomy, enjoys figuring things out, and wants the freedom to create results in the way that works best for them. We care deeply about outcomes. We are much less interested in forcing people into a rigid process. If you are someone who knows how to generate opportunities, build momentum in a market, and bring a thoughtful, tech-savvy approach to business development, we would love to hear from you. What You’ll Do - Own top-of-funnel pipeline generation across Toronto through cold calling, email, LinkedIn, and other outbound channels - cold calling is the primary driver of pipeline on this team (but open to you proving out a different approach) - Build and test creative outbound campaigns and market-development plays to expand our footprint beyond traditional prospecting - Develop relationships with prospective customers, local partners, associations, and installers who can accelerate our presence in the market - Represent Runwise at relevant industry events, including occasional travel to Toronto to deepen market presence. - Become the internal expert on Toronto - key accounts, buyer dynamics, local trends, and what's working - Maintain strong pipeline hygiene and territory visibility in Salesforce and HubSpot What We’re Looking For - Experience in business development, sales, or a sales-adjacent role in SaaS, tech, or another B2B environment - Strong outbound prospecting skills and confidence reaching people through multiple channels - Comfort operating in a fast-moving, evolving environment where process is still being built - Ability to work independently, manage your time well, and take ownership of results - Strong communication skills and sound commercial instincts - Curiosity, resilience, and a willingness to test new ideas - Familiarity with CRM and sales engagement tools such as Salesforce, HubSpot, or similar platforms - A growth mindset and a genuinely proactive approach Helpful, But Not Required - Experience in proptech, climate tech, building systems, or adjacent industries - Familiarity with real estate ownership, property management, or facilities-related buyers - Bilingual (English/French) is considered an asset Experience building a new territory and helping shape local go-to-market strategy Why This Role Stands Out Toronto is one of Runwise’s most important growth markets, and this role will have real visibility and impact as we continue to expand beyond New York. This is a chance to do more than just book meetings. You will help us learn the market, refine our approach, and contribute to the next phase of the company’s growth. It is also a strong opportunity for someone who wants room to grow. Runwise is a place where talented people are encouraged to build careers that fit their strengths, whether that means growing deeper in sales, helping expand into additional markets, or eventually moving into another part of the organization. Salary Range OTE: $100,000–$130,000, depending on experience Commission is uncapped, and the OTE for this role is designed to be realistic and achievable for strong performers. 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 - Free in-office lunch on Wednesdays - Hybrid work environment - Summer Fridays - Monthly L&D Series - Employee Resource Groups (e.g. DEIB Committee, Run Club) This is an excellent opportunity to join a fast-growing company, one of the true leaders within energy efficiency in North America. You will be surrounded by talented people, including working very closely with our sales leadership. Your success will also make a tangible impact on reducing carbon emissions within the cities where we operate.

• Generate high-quality pipeline through outbound prospecting (cold calls, email, LinkedIn, events) and book qualified meetings for the sales team • Identify, research, and engage decision-makers across fintechs and financial institutions in North America • Understand prospect needs and clearly articulate Flagright’s value proposition in a compelling, tailored way • Build and manage a consistent pipeline of opportunities, ensuring strong coverage against quota • Build and nurture relationships with prospects, progressing them into qualified, sales-ready opportunities • Develop and execute highly personalized outreach strategies based on deep account research • Maintain accurate CRM records and track outreach, pipeline, and performance metrics • Collaborate closely with Account Executives to ensure smooth handoff and progression of deals • Partner with the GTM team to refine messaging, campaigns, and outbound strategy • Represent Flagright at industry events, conferences, and customer meetings across North America

About Flagright: Flagright is an AI operating system for financial crime compliance used globally by Fortune 500 companies, large banks, fintechs, and fast growing startups. Flagright enables real-time risk detection, automated investigations, and intelligent decisioning, helping compliance teams operate at their full potential in the fight against financial crime. We operate as a lean, high-performance team with high individual ownership and direct access to leadership. Role overview: Our Sales team drives customer growth globally. They own their craft end-to-end, and help more financial institutions realize the value of Flagright. We are hiring a Senior Business Development Representative in Salt Lake City to help scale Flagright’s presence across North America. This is a high-ownership individual contributor role focused on generating outbound pipeline opportunities. You’ll generate pipeline for North America by identifying and engaging decision-makers at fintechs and banks. This means cold calls, personalized outreach, deep research on prospects, and booking meetings for our sales team. You will operate with autonomy in a fast-moving environment, build pipeline proactively, and be required to travel to represent Flagright at customer meetings and industry events across North America. People who thrive at Flagright: - Have been knocked down before and gotten back up - Are resourceful—they figure things out with whatever tools are available - Have strong opinions and can defend them - Learn fast because they're hungry - Want to work with no-BS people building something important People who struggle here: - Need extensive hand-holding - View high expectations as “unreasonable” - Actually prioritize work-life balance - Can’t handle ambiguity or rejection - Prefer consistent routine over fast-changing priorities Key responsibilities: - Generate high-quality pipeline through outbound prospecting (cold calls, email, LinkedIn, events) and book qualified meetings for the sales team - Identify, research, and engage decision-makers across fintechs and financial institutions in North America - Understand prospect needs and clearly articulate Flagright’s value proposition in a compelling, tailored way - Build and manage a consistent pipeline of opportunities, ensuring strong coverage against quota - Build and nurture relationships with prospects, progressing them into qualified, sales-ready opportunities - Develop and execute highly personalized outreach strategies based on deep account research - Maintain accurate CRM records and track outreach, pipeline, and performance metrics - Collaborate closely with Account Executives to ensure smooth handoff and progression of deals - Partner with the GTM team to refine messaging, campaigns, and outbound strategy - Represent Flagright at industry events, conferences, and customer meetings across North America Who we are looking for: - 4+ years of B2B SaaS BDR experience - Relevant industry knowledge in fintech, payments, banking, compliance, risk, or financial infrastructure, gained directly or through closely related roles - Strong communicator — clear, concise, and confident - Comfortable with cold outreach and high-volume prospecting and is not afraid of rejection - Able to research accounts deeply and craft personalized, relevant outreach - Organized and disciplined in managing pipeline, CRM hygiene, and follow-ups - Comfortable operating in a fast-paced, high-ownership environment with shifting priorities - Able to learn quickly and articulate complex products - Willing and able to travel up to 30% of the time - Based in Salt Lake City with right to work in the USA (visa sponsorship not available) Preferred experience - Experience prospecting into or qualifying enterprise accounts (e.g., organizations with 1,000+ employees) What we offer: - One number, real ownership, no artificial segmentation - Direct exposure to leadership and influence on our go-to-market strategy - Product with clear, real-world differentiation - High-bar environment focused on execution, learning, and continuous improvement - Get equity from day 1 at a Y Combinator startup - Work alongside a highly competent, top-tier team, including professionals from Y Combinator, ex AWS, and Palantir - Enjoy a low-bureaucracy environment, minimal meetings, and an asynchronous communications culture

Role Description As the company's main revenue driver, this role entails managing the entire sales process, from initial outreach to post-sales client management. Responsibilities include: - Managing end-to-end sales processes from outreach, pitching, negotiations, contracting, and post-sales client management. - Handling general sales inquiries for the crypto data Pro API solution, advertising, and other related propositions as required. - Managing day-to-day operations and maintenance related to Pro API and advertising. - Serving as a communication bridge between clients/partners and internal teams for troubleshooting issues and other operational matters. - Preparing regular reports of progress and forecasts using key account metrics. - Expanding relationships with existing clients by continuously proposing solutions that meet their objectives. - Playing an integral part in generating new sales that will turn into long-lasting relationships to ensure continuous revenue growth. - Preparing proposals/business plans for securing new business opportunities. Qualifications - At least 5 years of experience in related fields. - Experience in providing solutions based on customer needs within the crypto space (strong network within the crypto industry is a must!). - Fluency in English (native level), additional languages are a bonus. - Strong communication and interpersonal skills with aptitude in building relationships with professionals of all organizational levels. - Passionate about crypto. - Basic knowledge of APIs and how they work. - Excellent organizational skills. - Ability in problem-solving and negotiation. - BSc/BA in business administration, sales, marketing or relevant fields. Requirements - Work Time Zone: JST (Japan Standard Time). Company Description CoinMarketCap has been the premier price-tracking website for cryptocurrencies. It is the most referenced and trusted source for comparing thousands of crypto entities in the rapidly growing cryptocurrency space by users, institutions, and media. CoinMarketCap firmly stands for accurate, timely and unbiased information, enabling each end user to draw their own informed conclusions from CoinMarketCap data.