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Clockworks Analytics, founded in 2008 within MIT's Building Science Department, is a leader in automated building analytics software that empowers proactive facilities management and operational strategy. The company is hiring an Account Executive to own the higher-education vertical—universities and colleges with large, aging, diverse campus estates, stretched facilities teams, deferred-maintenance backlogs, and ambitious carbon and energy commitments.
This is a full-cycle new-business role in a distinctive buying environment where facilities and energy leadership drive the need, sustainability officers champion the vision, and finance and procurement govern the process through formal tenders and frameworks. Success requires patience with public-sector processes, skill at multi-stakeholder consensus building, and motivation to develop long-term institutional relationships.
Key responsibilities include:
**Vertical Ownership:** Own the higher-education new-business quota and account map, prioritizing institutions by estate size, BMS maturity, and sustainability commitments. Enhance the vertical playbook with Product Marketing using deferred maintenance, energy and carbon reduction, and student-experience narratives backed by campus proof points. Build presence in sector facilities and energy-management associations and events.
**Full-Cycle Institutional Selling:** Work with SDR team and marketing to build pipeline and execute target account and vertical outreach. Run structured discovery across facilities, energy, sustainability, and finance stakeholders; build consensus across long, committee-driven cycles. Map each prospect's estate, stakeholders, pain points, impacts, and business case/sign-off process. Lead campus-scale evaluations with Pre-Sales support, often starting with a representative subset of buildings and expanding. Navigate formal procurement including RFPs, tenders, and public-sector purchasing rules. Construct business cases reconciling operating savings, carbon targets, and constrained capital budgets. Maintain ongoing customer relationships to understand problems and position Clockworks Analytics as the solution of choice.
**Operating Discipline:** Maintain accurate pipeline and forecasts in Salesforce across long cycles with many stakeholders. Evaluate deals using MEDDIC/MEDDPICC for qualification and pipeline evaluation. Use Gong for call review and ZoomInfo/HubSpot for account intelligence and sector campaigns. Hand won institutions to onboarding with full estate and stakeholder context, and stay engaged for expansion.
Success in the first 6–12 months means achieving or exceeding quota with a prioritized named-institution map for the vertical, securing at least one campus-scale lighthouse win that is reference-able, establishing active positions on relevant procurement frameworks or tender pipelines, documenting a vertical playbook with Product Marketing including RFP-ready content, and initiating expansion motion within at least one won institution.
**Requirements:**
- 4+ years of full-cycle B2B closing experience with multi-stakeholder, committee-driven buying processes
- Experience selling into higher education or the public sector, including formal RFP/tender processes
- Consultative selling skills across both technical (facilities/energy) and non-technical (finance/sustainability) stakeholders
- Patience and pipeline discipline suited to long institutional cycles, with CRM hygiene to match
- Willingness to travel to campuses and sector events
**Preferred Qualifications:**
- Existing relationships in university facilities, energy management, or sustainability communities
- Familiarity with building automation, energy services, or campus utility systems
- Experience with Salesforce, Gong, HubSpot, and ZoomInfo
