Account Executive

This is a fully remote position, open to applicants in Australia.

📋 Description

• Take ownership of and implement the sales strategy within the designated Australia and New Zealand region.

• Create a proactive approach to generate new business opportunities and enhance existing customer relationships.

• Develop and sustain a sales pipeline through outbound prospecting, account-based selling, referrals, partner relationships, networking, and leads generated from marketing efforts.

• Identify and prioritize high-value commercial and enterprise accounts.

• Implement land-and-expand tactics through new buying centers, opportunities for upselling, and cross-functional use cases.

• Manage intricate sales cycles involving multiple stakeholders, including technical users and executive decision-makers.

• Serve as a trusted advisor by grasping customer challenges and effectively positioning Gurobi’s mathematical optimization technology.

• Work collaboratively with Technical Account Managers, Marketing, and Product teams.

• Represent Gurobi at customer meetings, conferences, trade shows, and industry events throughout Australia and New Zealand.

• Maintain opportunity management, forecasting, and customer engagement activities in Salesforce.

• Keep an eye on industry trends, competitive activities, and advancements in optimization, analytics, and enterprise software.

⛳️ Requirements

• 5–7 years of experience in B2B SaaS sales or enterprise account management.

• Demonstrated history of surpassing revenue targets.

• Experience in selling complex or technical software solutions to enterprise organizations.

• Background in engaging with technical, analytics, engineering, operations, supply chain, manufacturing, or optimization-related buying centers.

• Proven success in managing long, consultative sales cycles that involve multiple stakeholders.

• Bachelor’s degree in Business, Communications, Engineering, or a related field, or equivalent professional experience.

• A technical or engineering background is advantageous.

• Exceptional written and verbal communication skills in English.

• Proficient in delivering presentations and conducting training sessions.

• Strong negotiation skills.

• Excellent conflict resolution capabilities.

• Ability to craft compelling value propositions for partners.

• Strategic and analytical mindset.

• Capable of utilizing data to plan and implement strategies.

• Ability to work effectively from a home office in a remote environment.

• Willingness to travel across Australia and New Zealand, with occasional international travel.

• Capability to participate in meetings across various time zones.

• Advanced-level experience in technical B2B SaaS sales.

• Proficient in macOS, Microsoft 365, and Power BI.

• Ability to learn and effectively use Salesforce.

• Comfortable working in an international environment and with a US-based company.

• Valid passport and capacity to obtain necessary international travel documents, if applicable.

• Driven ambition to achieve assigned OKRs.

🏝️ Benefits

• Full-Time remote work arrangement.

• Home office remote work environment.

• Opportunity to participate in company meetings and training sessions.

• Professional work/life balance.

• Collaboration with a global team.