[Hiring] Account Executive @Gurobi Optimization

Role Description

As an Account Executive, Australia & New Zealand (ANZ), you will play a key role in growing Gurobi's presence across Australia and New Zealand by identifying new business opportunities, expanding existing customer relationships, and helping organizations solve complex optimization challenges.

• Own and execute the sales strategy across your assigned ANZ territory, developing a proactive plan to generate new business and grow existing customer relationships.
• Build and maintain a healthy pipeline through outbound prospecting, account-based selling, referrals, partner relationships, networking, and marketing-generated opportunities.
• Identify and prioritize high-value commercial and enterprise accounts, creating demand in markets where Gurobi has varying levels of brand awareness.
• Execute a land-and-expand strategy by identifying new buying centers, upsell opportunities, and cross-functional use cases within existing customers.
• Manage complex, multi-stakeholder sales cycles, partnering with both technical users and executive decision-makers to deliver business value.
• Act as a trusted advisor, understanding customer challenges and positioning Gurobi's optimization technology to meet their objectives.
• Collaborate with Technical Account Managers, Marketing, and Product teams to deliver an exceptional customer experience throughout the sales process.
• Represent Gurobi at customer meetings, conferences, trade shows, and industry events across Australia and New Zealand.
• Maintain accurate opportunity management, forecasting, and customer activity within Salesforce to support effective pipeline management and business planning.
• Stay informed on industry trends, competitive activity, and developments within optimization, analytics, and enterprise software.

Qualifications

• 5–7 years of experience in B2B SaaS sales or enterprise account management with a proven track record of exceeding revenue targets.
• Experience selling complex or technical software solutions into enterprise organizations.
• Experience engaging technical, analytics, engineering, operations, supply chain, manufacturing, or optimization-related buying centers.
• Demonstrated success managing long, consultative sales cycles involving multiple stakeholders.
• Bachelor’s degree in Business, Communications, Engineering, or a related field, or equivalent professional experience.
• Technical or engineering background is an advantage.
• Excellent written and verbal English communication skills.

Requirements

• 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.
• Satisfaction and ability to operate effectively from a home office in a remote work environment.
• Willingness to travel throughout Australia and New Zealand for customer meetings, partner engagements, industry events, and conferences, with occasional international travel for company meetings and training.
• Ability to participate in meetings across different time zones within reasonable expectations.
• Motivated ambition to achieve assigned Objective Key Results (OKRs).

Benefits

• 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.

Company Description

Gurobi Optimization is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, age, disability, protected veteran status, or any other characteristic protected by law.

Gurobi Optimization is an E-Verify employer. As part of our hiring process, we utilize the federal E-Verify program to verify the employment eligibility of all newly hired employees. For additional information regarding E-Verify, please visit www.e-verify.gov .