Account Executive (EU - Remote)

About the role

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 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

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