What You Will Do

• Pipeline generation: Around 70% of your time is spent on outbound activity: your own network, conference presence, sector associations, procurement frameworks, and targeted account campaigns, supported by marketing.
• Reference accounts: Sign the first reference clients in EMEA and develop each one into a published case study, an active sponsor, and a source of introductions.
• Discovery and scoping: Map the client's learning or research operating model and quantify the problem in their own measures: cost per course, time to accreditation, completion rates, time-to-hire, research throughput. Shape a diagnostic that leads to a defined follow-on engagement.
• Conversion to implementation: Own the transition from paid diagnostic to multi-line mandate, with a target of converting half of all audit engagements.
• Proposals and bids: Assemble proposals across the five service lines with the practice heads, price them against the finance model, and qualify them against margin floors. Lead RFP and framework responses, including public-sector tenders in Germany and the UK.
• Stakeholder coverage: Engage rectors, deans, CIOs, heads of digital learning, procurement, works councils, CLOs, HR directors, and research directors. Maintain at least three engaged contacts on every opportunity above €200K.
• Partner channel: Recruit and manage regional partners, resellers, agencies, and academic networks that extend reach beyond your direct coverage.
• Quota and forecasting: You carry 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, submit a forecast you can defend, and flag slippage as soon as you see it.
• Market feedback: Report what EMEA buyers procure and what they decline, and how our pricing compares with Instructure, D2L, Cornerstone, and the generalist integrators, so that the service catalogue can be adjusted.
• External representation: Speak at sector events and contribute to thought leadership alongside our principal investigators, building recognition for CLS among education buyers in your region.

Targets and KPIs

The role carries a quota set on net-new signed bookings (total contract value) in your territory, with a six-month ramp and a quarterly review:

• Net-new signed bookings (TCV)
• Reference clients signed
• Average engagement value
• Audit-to-implementation conversion
• Blended gross margin on signed work
• New qualified opportunities created
• Forecast accuracy

What You Bring

• Network in the sector: Eight or more years selling into education, research, or corporate learning in EMEA, preferably DACH and/or the UK, with decision-maker relationships you can open within the first 90 days. You should be prepared to discuss your top 15 target accounts and the route into each.
• A closing record in complex services: Consistent achievement against a quota of €1M or more in professional services, consulting, systems integration, or enterprise EdTech, covering six-figure deals, multi-stakeholder buying groups, and six- to twelve-month cycles.
• Consultative selling: Experience selling scoped engagements whose deliverables were defined jointly with the client, and fluency in a recognized methodology such as MEDDIC, Challenger, or Command of the Message.
• Domain credibility: The ability to hold a substantive conversation with a pro-vice-chancellor about digitalization, a CLO about competency frameworks, or a research director about co-funded projects, together with a working understanding of how universities and research organizations buy: budget cycles, committee approval, procurement frameworks, and public tender rules.
• Comfort in an early-stage unit: Experience building a territory or a new offering from a standing start, and the ability to sell a service catalogue that is still being completed.
• Languages: Business-fluent German and English. Both are required, since public education buyers in DACH contract in German.
• Commercial discipline: Rigorous CRM and forecasting practice, and a readiness to qualify out early rather than carry unlikely deals.
• Professional integrity: You will represent a research institution to universities and public bodies, so commitments made during the sales process must be ones delivery can meet.

Nice to Have

• Experience selling into publicly funded research programs, or EU and national grant-co-funded projects (Horizon Europe, Innovate UK, BMBF).
• Working knowledge of the LMS/SIS landscape and its incumbents — Instructure, D2L, Cornerstone, Moodle, SAP SuccessFactors.
• Experience with UK public procurement frameworks (Crown Commercial Service, JISC) or German public tendering (VgV, e-Vergabe).
• Background in the education practice of a systems integrator, Big Four firm, or consultancy.
• Prior success selling talent, recruitment, or academic content services.
• French, Italian, or Dutch as a third language.
• An existing speaking profile in the education or L&D community.

Location and Travel

Candidates must be based in Europe and hold an existing, unrestricted right to work in their country of residence. Relocation is not offered for this position: the network the role depends on should already be in the market.

Preferred bases are Germany, Switzerland, Bulgaria, or the UK. The role is remote or hybrid, with regular time in Bremen and at the London commercial hub. Expect travel of up to 40% within EMEA for client meetings, tenders, and sector events, plus occasional travel to other Constructor locations.

What We Offer

• Base salary and commission, weighted approximately 60/40 at on-target earnings, with accelerators above 100% of quota. The band is competitive for a Director-level individual contributor in DACH or the UK and depends on location and experience.
• A guaranteed ramp across the first two quarters while the pipeline is built.
• Commission on margin as well as revenue, so that well-scoped work is rewarded ahead of discounted work.
• Access to our researchers, including principal investigators, CERN-level data scientists, and education methodologists who will join your client meetings.
• An existing reference base, including named proctoring and platform deployments.
• Influence over the offering. As the key commercial voice in these markets, you will shape a service catalogue that