Account Executive - Higher Education

Job Description

REPORTS TO

CRO

DEPARTMENT

Sales

EMPLOYMENT TYPE

Full-time

LOCATION

Remote

LEVEL

Individual Contributor

FOCUS

Full-cycle new business in the higher-education vertical

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 the higher-education vertical: universities and colleges operating large, ageing, diverse campus estates with stretched facilities teams, deferred-maintenance backlogs, and increasingly ambitious carbon and energy commitments. Campuses are one of the strongest natural fits for building analytics — hundreds of buildings, central plant, and a mandate to do more with less.

This is a full-cycle role selling to a distinctive buying environment: facilities and energy leadership drive the need, sustainability officers champion the vision, and finance and procurement govern the process — often through formal tenders and frameworks. It suits a seller who is patient with public-sector process, skilled at multi-stakeholder consensus building, and motivated by long-term institutional relationships.

KEY RESPONSIBILITIES

VERTICAL OWNERSHIP

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• Own the higher-education new-business quota and account map, prioritising institutions by estate size, BMS maturity, and sustainability commitments.
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• Continually enhance the vertical playbook with Product Marketing — deferred maintenance, energy and carbon reduction, and student-experience narratives, backed by campus proof points.
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• Build presence in the sector's facilities and energy-management associations and events.
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FULL-CYCLE INSTITUTIONAL SELLING

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• Work with the SDR team & marketing to build pipeline, execute target account & vertical outreach.
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• Run structured discovery across facilities, energy, sustainability, and finance stakeholders; build consensus across long, committee-driven cycles. Throughout this process map each prospect's estate, stakeholders, pain, impacts of the pain, and business case / sign-off process.
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• Lead campus-scale evaluations with Pre-Sales support, often starting with a representative subset of buildings and expanding.
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• Navigate formal procurement: RFPs/tenders, framework agreements, and public-sector purchasing rules — working with our RFP-response process.
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• Construct business cases that reconcile operating savings, carbon targets, and constrained capital budgets.
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• 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.
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OPERATING DISCIPLINE

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• Maintain accurate pipeline and forecasts in Salesforce across long cycles with many stakeholders.
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• Evaluate deals with MEDDIC / MEDDPICC to ensure accurate qualification, deal management and pipeline evaluation
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• Use Gong for call review and ZoomInfo/HubSpot for account intelligence and sector campaigns.
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• Hand won institutions to onboarding with full estate and stakeholder context, and stay engaged for expansion.
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REQUIRED QUALIFICATIONS

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• 4+ years of full-cycle B2B closing experience with multi-stakeholder, committee-driven buying processes.
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• Experience selling into higher education or the public sector — including formal RFP/tender processes.
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• Consultative selling skills across both technical (facilities/energy) and non-technical (finance/sustainability) stakeholders.
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• Patience and pipeline discipline suited to long institutional cycles, with the CRM hygiene to match.
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• Willingness to travel to campuses and sector events.
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PREFERRED QUALIFICATIONS

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• Existing relationships in university facilities, energy management, or sustainability communities.
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• Familiarity with building automation, energy services, or campus utility systems.
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• Experience with Salesforce, Gong, HubSpot, and ZoomInfo.
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CORE TECHNOLOGY STACK

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• Salesforce — pipeline, institutional account hierarchies, and forecasting.
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• Gong — call review across long multi-stakeholder cycles.
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• HubSpot — sector campaigns, events, and nurture.
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• ZoomInfo — institutional contact mapping.
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WHAT SUCCESS LOOKS LIKE (FIRST 6–12 MONTHS)

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• At or above quota, with a prioritised named-institution map for the vertical.
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• At least one campus-scale lighthouse win that is reference-able [target TBC].
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• Active positions on relevant procurement frameworks or tender pipelines.
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• A documented vertical playbook with Product Marketing, including RFP-ready content.
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• Expansion motion underway within at least one won institution.
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