As an Account Executive you will play a key role in growing Gurobi's presence by identifying new business opportunities, expanding existing customer relationships, and helping organizations solve complex optimization challenges.
You'll own a broad territory and be responsible for developing and executing a strategic territory plan that drives pipeline growth across commercial accounts (SMB). Success in this role requires a proactive, consultative sales approach, strong prospecting skills, and the ability to build lasting relationships with technical and executive stakeholders.
Working closely with colleagues across Sales, Technical Account Management, and Marketing, you'll introduce Gurobi's optimization technology to new markets while helping existing customers expand their use of our solutions. This role is ideal for someone who enjoys creating demand, navigating complex technical sales cycles, and building long-term partnerships in a relationship-driven market.
What you will be doing?
- Own and execute the sales strategy across your assigned 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 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.
- 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.
What experience and qualifications should you have?
- 5–7 years of experience in B2B SaaS sales or SMB/enterprise account management with a proven track record of exceeding revenue targets.
- Experience selling complex or technical software solutions into SMB/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.
What skills and abilities should you have?
- 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 Nordics/Benelix 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).
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.
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.
Skills Required
- 5-7 years of B2B SaaS sales or SMB/enterprise account management experience with a proven record of exceeding revenue targets
- Experience selling complex or technical software solutions to SMB or 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
- Excellent written and verbal English communication skills
- Advanced technical B2B SaaS sales experience
- Proficiency with macOS, Microsoft 365, and Power BI
- Ability to learn and use Salesforce
- Willingness to travel throughout the Nordics and Benelux, with occasional international travel
- Valid passport and ability to obtain necessary international travel documents where applicable
- Technical or engineering background
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.
