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Account Executive (EMEA) – Smart Building Analytics SaaS

Location: London Area (Mandatory)

Function: Enterprise Sales / Partner Ecosystem Development

Model: Remote

Seniority: At least 7 years’ experience

Compensation: Competitive base + double OTE + equity


About the Company


Our client is an emerging leader in building-performance technology, helping large real-estate portfolios improve operational efficiency, reduce energy waste, and make smarter use of their data. Their platform equips building owners, operators, and engineering partners with insights that uncover faults, optimise performance, and support stronger sustainability outcomes.

The company is entering a new growth phase and has recently refined its go-to-market approach, strengthened its positioning, and accelerated its expansion across EMEA. As part of this scale-up, they are seeking a commercially mature Account Executive to drive regional growth, build strategic relationships, and support a partner-first sales motion.


The Role


You will be the senior commercial lead for EMEA, owning the full sales cycle across direct enterprise clients and a growing network of engineering and commissioning partners. This is a strategic role where you will work closely with the leadership team, shape GTM execution, and build pipeline from the ground up.

This position requires a blend of enterprise SaaS capability, technical curiosity, long-cycle sales experience, and the autonomy to operate without heavy local infrastructure.


Key Responsibilities


Full-Cycle Ownership

  • Own the entire sales process from prospecting to closing
  • Build pipeline from scratch across key EMEA markets
  • Manage 6 to 12+ months consultative enterprise sales cycles
  • Lead structured discovery with technical and non-technical stakeholders


Partner-Led Growth

  • Develop, enable, and expand relationships with commissioning firms, engineering consultants, and retrofit/performance partners
  • Work closely with partners to co-sell and create new demand
  • Act as the commercial point-of-contact for partner success, value messaging, and deal acceleration


Enterprise Engagement

  • Sell to building owners, operators, asset managers, and FM leadership across large portfolios
  • Map complex stakeholder groups (Ops, Engineering, FM, CSO/CFO level)
  • Build strong commercial cases around energy savings, operational efficiency, and equipment lifecycle impact


Strategic Alignment

  • Work directly with the executive team to refine region strategy
  • Contribute to GTM development as the company scales
  • Represent customer voice internally (product, engineering, CS)


Experience We’re Looking For


Essential:

  • 7+ years in enterprise SaaS sales
  • Demonstrated success running complex, multi-stakeholder sales cycles
  • Strong discovery skills with structured methodologies (mainly Challenger but also MEDDIC, SPIN, etc.)
  • Experience selling technical platforms (SaaS, IoT, building analytics, engineering software, PropTech, HVAC/BMS-adjacent tech, or similar)
  • Comfortable operating independently without SDR/marketing dependency
  • Ability to build pipeline, create urgency, and educate a market
  • Excellent communicator with both C-suite and engineering personas


Nice to Have:

  • Exposure to BMS Vendors, Smart Buildings, ClimateTech or ConTech
  • Experience working with or selling to commissioning firms, engineering consultants, or retrofit partners
  • Previous involvement in partner enablement or indirect channels
  • Experience in scale-up environments


Who Thrives in This Role

  • Mature, self-directed sellers comfortable owning a region
  • Individuals who enjoy technical discovery and problem-solving
  • People who can navigate ambiguity, iterate quickly, and “build the playbook”
  • Curious personalities who go deep: competitors, legislation, building systems, sustainability
  • Candidates motivated by impact: reducing waste, improving building operations, and contributing to environmental outcomes
  • High performers who thrive in collaborative, low-politics, high-accountability cultures


Why This Role is Compelling


Perfect timing: product-market fit is strong, EMEA is wide-open, and partners are scaling fast

Mission-driven: the technology directly reduces waste, energy usage, emissions, and equipment failure

High visibility: you’ll work directly with the executive team and influence region strategy

Autonomy: you own the regio: no layers, no bureaucracy

Career trajectory: chance to build the EMEA commercial foundation before wider expansion


Compensation

  • Competitive base salary aligned to seniority
  • Double OTE, uncapped commission
  • Equity component
  • Strong long-term earning potential as ARR targets grow with market penetration


How to Apply

If you’re a senior enterprise SaaS seller who enjoys complex technical sales, partner ecosystems, and building a region from scratch, this role offers both impact and autonomy. Reach out to express interest or request a confidential briefing.