Account Executive (EU Remote)

at  Gurobi Optimization

At Gurobi Optimization, we’re on a mission!
A mission that focuses on mathematical optimization. We empower our customers to expand their use of mathematical optimization technology in order to make smarter decisions and solve some of the world’s toughest and most impactful business problems. We’re looking for passionate, dedicated, innovative game-changers to join our team and drive the future of Gurobi.
As an Account Executive at Gurobi Optimization, your role will involve engaging and inspiring potential customers and expanding our existing client base in your assigned region. This includes managing both outbound prospecting efforts to uncover new opportunities and inbound leads requiring thoughtful follow-up. You will implement a land-and-expand strategy to grow revenue within existing accounts while identifying new buying centers and leveraging your technical B2B software sales expertise. Your advanced skills in building partnerships and fostering cross-functional engagement will be crucial.
Additionally, we will rely on your knowledge of the SaaS industry to drive engagement in markets beyond our optimization space. By presenting our solver in a user-friendly manner, you will captivate new audiences and generate demand across various industries.

WHAT EXPERIENCE AND QUALIFICATIONS SHOULD YOU HAVE?

• 5+ years of experience in B2B SaaS sales or enterprise account management with a proven ability to exceed revenue targets.
• A Bachelor’s degree in a business or communication-related or equivalent work experience.
• Technical and engineering education is a plus.
• Proficiency in both written and spoken English. Additional language skills are a plus.

WHAT SKILLS AND ABILITIES SHOULD YOU HAVE?

• Ability to identify and develop analytics to increase awareness of Gurobi’s offerings in the assigned region.
• Proficiency in delivering presentations and training sessions effectively.
• Expertise in negotiation to secure favorable outcomes for Gurobi and its clients.
• Strong conflict resolution skills to protect the customer experience and enhance Gurobi’s image.
• Ability to create compelling value propositions for partners.
• Proficiency in strategic and analytical thinking to assess decisions’ internal and external impact.
• Aptitude for using data to plan and execute strategies effectively.
• Comfortable working with international teams in a cross-functional capacity.
• Satisfaction and ability to operate effectively from a home office in a remote work environment.
• Willingness to travel as required according to the specified level.
• Ability to participate in meetings across different time zones within reasonable expectations.
• Motivated ambition to achieve assigned Objective Key Results (OKRs).
• Commitment to upholding company policies and procedures.

WHAT OTHER REQUIREMENTS SHOULD YOU HAVE?

• Advanced-level technical B2B SaaS sales experience: Demonstrated expertise and success in selling B2B software solutions in a technical environment.
• Fluency with macOS, Microsoft 365, and Power BI: Proficiency in using these tools to effectively manage and analyze data, collaborate, and deliver presentations.
• Comfortable with learning and utilizing Salesforce: Ability to quickly learn and leverage Salesforce, a widely used customer relationship management (CRM) platform, to effectively manage sales activities and customer interactions.
• Comfortable working in an international setting and with a US-based company.
• Where applicable, a valid passport and the ability to obtain necessary international travel documents.

• Drive outbound sales strategies, including prospecting and account-based marketing, to penetrate high-value enterprise markets.
• Execute a robust land-and-expand strategy, increasing account value through upselling and cross-selling initiatives.
• Manage complex, multi-stakeholder sales cycles with technical and executive-level engagement, ensuring client alignment and satisfaction.
• Act as a trusted advisor, delivering tailored solutions that meet client objectives while maximizing account potential.
• Maintain and grow a robust pipeline, qualify opportunities effectively to prioritize high-impact accounts and ensure efficient resource allocation.
• Attend trade shows and company training events to expand outreach and increase brand visibility.
• Coordinate and collaborate cross-functionally across our global organization to ensure smooth operations and maximize sales opportunities.
• Keep the CRM system up-to-date with accurate and relevant information about clients and prospects.
• Provide management with well-informed forecasts and reports on sales progress and future opportunities.
• Stay informed about best practices, competitive threats, and developments in the optimization space to maintain a competitive edge.
• Document and track your progress in the CRM system to ensure transparency and accountability.