Account Executive, Renewals (Japan Remote)

What will you be doing?

• Own and manage the end-to-end renewal sales cycle for existing customers in Japan, ensuring a seamless and timely process.
• Achieve and exceed retention and upsell targets by proactively managing a structured, high-volume renewal pipeline.
• Collaborate with the Sales Team, Technical Support, and Technical Account Managers to maximize customer value realization and minimize churn risk.
• Ensure accurate forecasting and pipeline visibility using CRM tools (Salesforce), aligned with Gurobi’s MEDDPICC-based sales methodology.
• Identify and pursue expansion opportunities within the existing customer base in collaboration with the wider Japan sales team.
• Build and maintain strong, trust-based relationships with key stakeholders, including procurement, IT, and business leaders.
• Ensure the timely and accurate processing of renewal quotes, agreements, and purchase orders in accordance with Gurobi’s commercial policies.
• Stay current on industry trends, customer use cases, and Gurobi’s evolving value proposition to support strategic renewal conversations.

What experience and qualifications should you have?

• Bachelor’s degree or equivalent practical experience
• 3+ years of experience in SaaS, software, or technology renewals, inside sales, or account management
• Native-level proficiency in Japanese and business-level proficiency in English
• Experience managing renewals and recurring revenue within enterprise and/or academic customer environments
• Proficiency with Salesforce or similar CRM platforms to manage pipeline, forecasting, and renewal activity
• Familiarity with enterprise procurement processes in Japan, particularly within software and technology organizations
• Experience working within a structured sales methodology; MEDDPICC knowledge is preferred

What skills and abilities should you have?

• Strong communication, negotiation, and relationship-building skills across both technical and business audiences
• Ability to identify renewal risk, manage objections, and proactively address customer concerns to drive retention and long-term value
• Strong analytical skills with the ability to forecast accurately and communicate risks and opportunities clearly
• Ability to operate autonomously while managing multiple priorities in a fast-paced environment
• Strong sense of ownership and accountability, with the ability to manage shifting priorities independently
• High attention to detail and follow-through, ensuring accuracy and consistency in renewal execution
• Proven ability to partner effectively with Sales, Customer Success, Finance, Legal, and Product teams to ensure smooth and timely renewals
• Excellent interpersonal awareness and adaptability, with the ability to collaborate effectively across cultures and global, cross-functional teams

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.