REPORTS TO

Sales Director EMEA

DEPARTMENT

Sales

EMPLOYMENT TYPE

Full-time

LOCATION

EMEA – Remote

LEVEL

Individual Contributor

FOCUS

Full-cycle new business across the EMEA region – Verticals TBC

ABOUT CLOCKWORKS ANALYTICS

Founded in 2008 within MIT's Building Science Department, Clockworks Analytics is revolutionizing the built environment through cutting-edge building analytics software — cutting-edge technology that empowers proactive and strategic operations, ushering in the next generation of smarter facilities management. We build the best automated building analytics in the industry.

ROLE SUMMARY

Clockworks Analytics is hiring an Account Executive to own new business across EMEA. This is a full-cycle role: working qualified meetings from our SDR team, self-sourcing opportunities in target accounts, running consultative discovery and demos with Pre-Sales support, and closing recurring-revenue deals with building owners, operators, and service-provider partners across the region.

You will sell a technical product to technical buyers — facilities directors, energy managers, and engineering leaders — where the business case is concrete: avoidable cost, equipment life, and maintenance efficiency. You will also work alongside our channel partners in region, co-selling where a partner leads and landing direct where that serves the client best. The EMEA market is developing fast, so this role blends closing with market building.

KEY RESPONSIBILITIES

PIPELINE & FULL-CYCLE SELLING

• Work with the SDR team & marketing to build pipeline, execute target account & vertical outreach.
• Own an EMEA new-business quota: convert SDR-sourced meetings and self-source pipeline in target accounts and verticals.
• Run structured discovery to map each prospect's estate, stakeholders, pain, impacts of the pain, and business case / sign-off process.
• Lead tailored demos and evaluations in partnership with the Pre-Sales/Solution Consultant.
• Build proposals and business cases, navigate procurement, and negotiate to close.
• Continually connect with customers to build rapport, understand customer problems & the impacts of those problems so we can inspire & guide the customer through their procurement cycle to position Clockworks Analytics as their solution of choice.

TERRITORY & PARTNER DEVELOPMENT

• Build and execute a territory plan across EMEA markets, prioritising the segments and countries with strongest fit.
• Co-sell with channel partners in region, keeping clean rules of engagement on partner-led vs direct deals.
• Represent Clockworks at regional industry events and with local industry bodies.

OPERATING DISCIPLINE

• Maintain accurate pipeline and forecasts in Salesforce; use Gong for deal review and ZoomInfo for account intelligence.
• Handover won accounts to onboarding with complete technical and stakeholder context.
• Feed vertical-specific product and market requirements back to Product and Marketing.

REQUIRED QUALIFICATIONS

• 4+ years of full-cycle B2B closing experience, ideally SaaS with recurring-revenue deals and multi-stakeholder sales.
• Experience selling into EMEA markets and navigating regional differences in buying behaviour and procurement.
• Consultative selling skills with technical buyers; able to build and defend an ROI-based business case.
• Disciplined pipeline management and forecasting in a CRM (Salesforce preferred).
• Excellent written and spoken English; willingness to travel across the region.

PREFERRED QUALIFICATIONS

• Experience in facilities management, building automation, energy services, or PropTech.
• Additional European languages.
• Experience co-selling with or through channel partners.
• Familiarity with Gong, HubSpot, and ZoomInfo.

CORE TECHNOLOGY STACK

• Salesforce — pipeline, forecasting, and system of record.
• Gong — call intelligence and deal-risk signals on your opportunities.
• HubSpot — outbound sequences and marketing air cover.
• ZoomInfo — account and contact intelligence for territory building.

WHAT SUCCESS LOOKS LIKE (FIRST 6–12 MONTHS)

• At or above quota with a pipeline consistently at healthy coverage.
• A documented EMEA territory plan being executed, with self-sourced pipeline complementing SDR flow.
• Productive co-sell relationships with in-region partners and clean rules of engagement.
• Forecast accuracy trusted by sales leadership.
• Reference-able early wins in at least one priority EMEA market.