Account Executive – EU

This is a fully remote position, open to applicants in Germany, +2 more countries.

📋 Description

• Take ownership and implement the sales strategy within the designated territory.

• Formulate a proactive approach to create new business opportunities and enhance existing customer relationships.

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

• Identify and prioritize high-value commercial SMB accounts.

• Create market demand in areas with varying degrees of brand recognition.

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

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

• Act as a trusted advisor, positioning Gurobi’s mathematical optimization technology to fulfill customer goals.

• Collaborate with Technical Account Managers, Marketing, and Product teams.

• Represent Gurobi at customer meetings, conferences, trade shows, and industry events.

• Maintain opportunity management, forecasting, and customer activity records within Salesforce.

• Keep abreast of industry trends, competitive activities, and advancements in optimization, analytics, and enterprise software.

⛳️ Requirements

• 5–7 years of experience in B2B SaaS sales or SMB/enterprise account management with a proven history of surpassing revenue targets.

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

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

• Demonstrated success in managing lengthy, consultative sales cycles involving 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 impactful presentations and effective training sessions.

• Strong negotiation expertise.

• Excellent conflict resolution abilities.

• Capability to craft compelling value propositions for partners.

• Proficiency in strategic and analytical thinking.

• Ability to leverage data for planning and executing strategies.

• Capability to work effectively from a home office in a remote setting.

• Willingness to travel within the Nordics/Benelux region, with occasional international trips.

• Flexibility to participate in meetings across various time zones.

• Ambition to achieve assigned Objective Key Results (OKRs).

• Advanced-level technical B2B SaaS sales experience.

• Familiarity with macOS, Microsoft 365, and Power BI.

• Comfort in learning and utilizing Salesforce.

• Ability to thrive in an international environment and work with a US-based company.

• A valid passport and capacity to obtain necessary international travel documents where applicable.

🏝️ Benefits

• Full-time remote work arrangement.

• Opportunities to promote a healthy work/life balance.

• Participation in company meetings and training sessions.

• International travel opportunities for company meetings, training, customer meetings, partner engagements, industry events, and conferences.