The Role
Conduct outbound prospecting and manage inbound leads to schedule qualified meetings with senior decision-makers. Research target accounts, use ABM and personalized outreach, update Salesforce, meet KPIs, and collaborate with Account Directors and marketing to drive pipeline growth.
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.
As a Sales Development Representative (SDR) at Gurobi Optimization, you will play a vital role in driving pipeline growth through strategic outbound prospecting and effective management of inbound leads. Your primary focus will be targeting accounts, engaging technical and senior decision-makers, and converting leads into high-quality meetings and opportunities for the sales team.
This role requires a proactive, results-driven individual with strong prospecting skills, the ability to personalize outreach, and the resilience to excel in a fast-paced SaaS environment. By contributing to both outbound and inbound initiatives, you will be instrumental in supporting Gurobi's growth strategy.
What will you be doing?
- Identify, research, and engage high-value enterprise prospects through multi-channel outreach (email, phone, LinkedIn, etc.).
- Leverage account-based marketing (ABM) principles to create personalized messaging and value propositions.
- Proactively schedule qualified meetings with senior decision-makers to drive pipeline growth.
- Respond to and qualify inbound leads within SLA timeframes, ensuring timely follow-up and conversion into sales opportunities.
- Organize and prioritize leads based on fit and potential impact, collaborating with the marketing and sales team for alignment.
- Conduct in-depth research on target accounts, industries, and decision-makers to create tailored outreach strategies.
- Maintain an up-to-date knowledge of Gurobi’s offerings, use cases, and competitive differentiators.
- Partner with Account Directors (ADs) to align on strategy and share insights on prospect interactions.
- Update Salesforce CRM and other tools with accurate activity logs and lead details.
- Meet or exceed weekly, monthly, and quarterly KPIs, including outbound prospecting activities, meetings booked, and pipeline contribution goals.
Outbound Prospecting
Inbound Lead Management:
Account Research and Targeting:
Collaboration and Reporting:
KPI Achievement:
What experience and qualifications should you have?
- Bachelor’s degree in business, marketing, or related field preferred.
- Minimum of 2 years in an SDR, BDR, or similar sales role, preferably with enterprise sales exposure.
- Proven success in outbound prospecting and lead qualification.
What skills and abilities should you have?
- Strong interpersonal and written communication skills, with the ability to engage with technical and senior stakeholders.
- Proficiency in tools like Salesforce CRM and LinkedIn Sales Navigator.
- High level of resilience, creativity, and problem-solving ability.
- High level of emotional intelligence with a customer-focused mindset.
- Advanced level of organization and attention to detail.
- Positive energy that facilitates honest and respectful communication.
- Ability to be both self-motivated AND work well as a team player.
What other requirements should you have?
- Flexibility to work effectively across different global time zones.
- Experience working within a Customer Relationship Management (CRM) system, with a preference for proficiency in Salesforce.
- Proficiency in Microsoft Office applications.
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.
Skills Required
- Bachelor's degree in business, marketing, or related field
- Minimum of 2 years in an SDR, BDR, or similar sales role (enterprise sales exposure preferred)
- Proven success in outbound prospecting and lead qualification
- Proficiency in Salesforce CRM
- Proficiency in LinkedIn Sales Navigator
- Experience working within a CRM system
- Proficiency in Microsoft Office applications
- Flexibility to work effectively across different global time zones
- Strong interpersonal and written communication skills
- High level of organization and attention to detail
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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.
