Account Executive

Summary

Join Gurobi Optimization as an Account Executive and drive the future of our mathematical optimization technology. You will engage potential customers, expand our client base, and implement a land-and-expand strategy to grow revenue. This role requires managing outbound prospecting, inbound leads, and complex sales cycles. You will act as a trusted advisor, leveraging your B2B SaaS sales expertise and technical skills to build partnerships and foster cross-functional engagement. Success in this position demands proficiency in strategic thinking, data analysis, and CRM systems. You will also contribute to market outreach and brand visibility through trade shows and training events.

Requirements

• 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
• Proficiency in both written and spoken English
• 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
• 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

Responsibilities

• 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

Preferred Qualifications

• Technical and engineering education is a plus
• Additional language skills are a plus