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Clockworks Analytics, founded in 2008 within MIT's Building Science Department, is a leader in automated building analytics software for facilities management. The company empowers building owners, operators, and service providers to optimize operations through data-driven insights on cost avoidance, equipment lifecycle, and maintenance efficiency.
You will own full-cycle new business development across the EMEA region, selling a technical product to technical buyers—facilities directors, energy managers, and engineering leaders. This role blends closing with market building as the EMEA market develops rapidly.
Key responsibilities include:
• Pipeline & Full-Cycle Selling: Work with the SDR team and marketing to build pipeline through target account and vertical outreach. Own an EMEA new-business quota by converting SDR-sourced meetings and self-sourcing pipeline in target accounts. Run structured discovery to map prospects' estates, stakeholders, pain points, and business cases. Lead tailored demos and evaluations with Pre-Sales support. Build proposals, navigate procurement, and close recurring-revenue deals. Build rapport with customers and guide them through their procurement cycle.
• Territory & Partner Development: Build and execute a territory plan across EMEA markets, prioritizing segments and countries with strongest fit. Co-sell with channel partners, maintaining clean rules of engagement. 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. Hand over won accounts to onboarding with complete technical and stakeholder context. Feed vertical-specific product and market requirements back to Product and Marketing.
Success in the first 6–12 months means hitting or exceeding quota with healthy pipeline coverage, executing a documented EMEA territory plan with self-sourced pipeline complementing SDR flow, establishing productive co-sell relationships with in-region partners, maintaining forecast accuracy trusted by leadership, and securing reference-able early wins in at least one priority EMEA market.
REQUIREMENTS:
• 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 behavior and procurement
• Consultative selling skills with technical buyers; ability to build and defend ROI-based business cases
• 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
