The Role
The Account Director leads sales for federal accounts at Gurobi, driving growth through strategic engagement with federal agencies and managing the sales process from start to finish.
Summary Generated by Built In
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.
The Account Director, Federal Accounts at Gurobi Optimization leads strategic sales efforts across key U.S. federal agencies—including the Department of Defense (DOD), Department of Energy (DOE), Department of Labor (DOL), and Defense Logistics Agency (DLA)—to drive revenue growth and expand Gurobi’s market presence in the federal sector. This role requires a seasoned sales leader with deep federal procurement expertise, a strong government and industry stakeholders network, and a proven track record of capturing and closing complex government contracts.
In this role, the Account Director develops and executes a comprehensive sales strategy tailored to the unique needs of federal agencies while ensuring alignment with Gurobi’s corporate goals. They build and maintain trusted relationships with decision-makers and partners, oversee the full sales lifecycle from opportunity identification through contract award, and ensure compliance with federal acquisition regulations. The position also collaborates cross-functionally to deliver impactful technology and service solutions and represents Gurobi at key industry events to strengthen visibility and engagement across the federal marketplace.
What you will be doing?
- Design and implement a comprehensive sales strategy tailored to federal agency needs, aligning with corporate goals and market dynamics.
- Build and maintain long-term relationships with key federal decision-makers, including program managers, contracting officers, and influential industry partners.
- Identify and qualify new business opportunities through direct engagement and collaboration with strategic partners
- Own the end-to-end sales process—from initial outreach and qualification through proposal development, pricing strategy, negotiation, and contract award. Ensure timely and compliant submissions aligned with federal acquisition regulations.
- Collaborate with cross-functional stakeholders to ensure successful execution and delivery of solutions.
- Represent the company at federal industry events, conferences, and customer meetings to enhance visibility, build relationships, and promote brand recognition in the federal marketplace.
- Maintain a deep understanding of federal procurement policies, acquisition cycles, budget priorities, and contract vehicles (e.g., GSA Schedules, IDIQs, GWACs, OTAs).
What experience and qualifications should you have?
- Bachelor’s degree in business, marketing, or a related discipline required; advanced degree preferred.
- 10–15+ years of progressive sales experience in the federal government sector, with a strong record of quota attainment.
- Demonstrated success in engaging senior-level stakeholders across federal agencies, particularly within DOD, DOE, and DLA.
What skills and abilities should you have?
- Comprehensive knowledge of federal procurement processes and acquisition strategies.
- Strong consultative selling, business development, negotiation, and relationship management skills.
- Proven ability to manage complex, multi-stakeholder sales cycles and secure large-scale contracts.
- High-integrity, high-energy individual who thrives in a team-oriented environment and consistently achieves success.
- Ability to design, lead, and present strategic plans with clear goals, objectives, and implementation strategies.
- Strong conflict resolution skills to protect the customer experience and enhance Gurobi's image
- Comfortable working collaboratively with international teams, promoting cross-functional cooperation and global synergy.
- Ability to join meetings across various global time zones within reason, facilitating seamless communication with stakeholders worldwide.
- Commitment to upholding company policies and procedures, ensuring compliance with organizational guidelines.
What other requirements should you have?
- Experience selling advanced technology solutions (e.g., cloud, cybersecurity, AI/ML, enterprise software) or professional services in the federal space.
- Prior experience working with or alongside federal systems integrators or prime contractors.
- Track record of securing multi-million-dollar federal contract awards.
- Exceptional skills in collaborating across different departments and effectively communicating within the organization.
- High emotional intelligence is demonstrated through self-motivation, self-awareness, and empathy.
- Comfortable with learning and utilizing Salesforce.
- Ability to obtain and maintain a U.S. government security clearance, if required.
Your Alignment with our Gurobi Core Values:
- Customer Focus: Verbal & written communication skills that bring clarity and build trust.
- Power of the Team: Motivated with a team-oriented mindset that aims to both inspire and be inspired by others.
- Innovation: The courage to bring ideas forward and see yourself as an integral part of our global team.
- Dedication: Organized and agile, focusing on meeting professional objectives while promoting a healthy work/life balance.
- Integrity: Promise to uphold honesty as your compass and conduct all business practices with an ethical mindset and fiscal responsibility.
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.
Top Skills
Ai/Ml
Cloud
Cybersecurity
Enterprise Software
Salesforce
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The Company
What We Do
Gurobi produces the world’s fastest and most powerful mathematical optimization solver – the Gurobi Optimizer – which is used by leading global companies across more than 40 different industries to rapidly solve their complex, real-world problems and make automated decisions that optimize their efficiency and profitability.
As the market leader in mathematical optimization software, we aim to deliver not only the best solver, but also the best support – so that companies can fully leverage the power of mathematical optimization (on its own or in combination with other AI techniques such as machine learning) to drive optimal business decisions and outcomes.
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