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About the Role
Open EMEA markets for Constructor Labs Solutions as a quota-carrying individual contributor, leveraging an established network and conversion skills to secure signed engagements. Collaborate with marketing and delivery teams to build pipeline, establish the CLS brand, and develop a case-study library, supported by a credible research institution and existing client base.
Responsibilities
- Pipeline generation, with approximately 70% of time spent on outbound activity.
- Sign the first reference clients in EMEA and develop them into published case studies, active sponsors, and sources of introductions.
- Map client's learning or research operating models and quantify problems to shape diagnostics leading to defined follow-on engagements.
- Own the transition from paid diagnostic to multi-line mandate, targeting a 50% conversion rate of audit engagements.
- Assemble proposals across five service lines, price them, and qualify them against margin floors.
- Lead RFP and framework responses, including public-sector tenders.
- Engage with key stakeholders including rectors, deans, CIOs, and research directors, maintaining at least three engaged contacts on opportunities above €200K.
- Recruit and manage regional partners, resellers, agencies, and academic networks.
- Manage an annual new-business quota, with quarterly KPIs covering pipeline coverage, audit conversion, average engagement value, and blended margin.
- Maintain weekly pipeline hygiene in the CRM and submit a defensible forecast.
- Report on EMEA buyer procurement trends, declines, and pricing comparisons to inform service catalogue adjustments.
- Represent CLS at sector events and contribute to thought leadership.
Requirements
- Eight or more years of experience selling into education, research, or corporate learning in EMEA, preferably DACH and/or the UK.
- Demonstrated decision-maker relationships that can be leveraged within the first 90 days.
- Proven ability to discuss top 15 target accounts and the route into each.
- Consistent achievement against a quota of €1M or more in professional services, consulting, systems integration, or enterprise EdTech.
- Experience selling six-figure deals, managing multi-stakeholder buying groups, and navigating six- to twelve-month sales cycles.
- Experience selling scoped engagements with jointly defined deliverables.
- Fluency in a recognized sales methodology such as MEDDIC, Challenger, or Command of the Message.
- Ability to hold substantive conversations with senior education and research leaders.
- Working understanding of university and research organization purchasing processes.
- Experience building a territory or new offering from a standing start.
- Ability to sell a service catalogue that is still being completed.
- Business-fluent German and English are required.
- Rigorous CRM and forecasting practice.
- Readiness to qualify out early rather than carry unlikely deals.
- Professional integrity to ensure sales commitments can be met by delivery.
Skills
- Consultative selling
- Pipeline generation
- Account management
- Proposal writing
- Public sector tendering
- Stakeholder engagement
- Partner channel management
- Forecasting
- Market feedback analysis
- External representation
- Sales methodology (MEDDIC, Challenger, Command of the Message)
- CRM proficiency
Location
- Europe
- Germany
- Switzerland
- Bulgaria
- United Kingdom
- Bremen
- London
Work Type
- Remote
- Hybrid
- Full-time
Experience Level
- Director
- Individual contributor
- 8+ years selling into education, research or corporate learning in EMEA
Salary/Compensations
- Competitive base salary and commission (approx. 60/40 OTE)
- Accelerators above 100% of quota
- Commission on margin as well as revenue
- Guaranteed ramp across the first two quarters
About the Company
- Constructor Labs is the research arm of Constructor Knowledge, applying computing, software, and robotics research to enhance the effectiveness of scientists, teachers, and students.
- Works with institutional partners including CERN, NUS, Carnegie Mellon, and Fraunhofer.
- EdTech practice produces research that runs in production, with AI-supported remote proctoring and a course delivery platform in use by various institutions.
- Builds tailored pipelines, L&D operating models, AI upskilling programs, and customer training systems for industry clients.
- Constructor Labs Solutions (CLS) is a client-facing systems integrator for the education and research sector, launching in September 2026.
- CLS offers audit and consultancy, content, platform, talent, and R&D services under a single contract.
- Aims to become the go-to systems integrator for education in EMEA by 2029.
- Delivery is orchestrated across multiple Constructor organizations.