Director of Sales - EMEA (EU Remote)

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. Think you have what it takes to be a Gurobian? Read on... 1. Do you enjoy leading a team and motivating its members to perform at their best? 2. Do you enjoy partnering with customers to find solutions that best meet their needs? 3. Are you a strategic thinker with marketing insight who is driven by results? If you have answered “yes” to these questions, please keep reading to hear more about an exciting new opportunity at Gurobi. The Position: As the Director of Sales - EMEA (Europe, Middle East, and Africa) at Gurobi Optimization, your primary responsibilities will encompass overseeing direct sales bookings and leading the Sales Team in the EMEA region. This team comprises Account Directors,Account Managers, Inside Sales Account Managers, and Sales Development Representatives (SDRs). Leveraging your extensive experience in managing high-velocity sales teams within the advanced/technical B2B software sector and your deep understanding of the critical drivers in the software market, you will continue to spearhead the expansion of Gurobi's business. Your leadership style, coaching abilities, and emotional intelligence will be pivotal in landing new customers and expanding existing ones. Your sales management expertise will be indispensable as you and your team explore our customer's current and future needs, prioritizing active listening and patience. Your team will rely on you as a point of contact for effective communication. You will report to the VP of Sales based in the United States. What will you be doing?

• Formulate the sales strategy for the region, implement it, continuously monitor progress, and make necessary adjustments as required.
• Allocate sales resources strategically to maximize market opportunities.
• Cultivate and nurture positive business and customer relationships.
• Generate leads through various means such as networking, warm and cold outreach, and participation in trade shows.
• Coordinate sales activities within the sales team and collaborate with cross-functional team members.
• Implement efficient and accurate processes for handling sales administration tasks, including CRM (Salesforce) management, contracts, and forecasting.
• Engage in ongoing personal and company-sponsored development and training to continually enhance skills.
• Stay up-to-date with industry best practices, competitive threats, and developments in the optimization field.
• Gain a comprehensive understanding of the Gurobi ecosystem, encompassing customers, competitors, partners, and suppliers, to capitalize on opportunities and mitigate risks swiftly.
• Foster effective collaboration with other key go-to-market participants, such as the Marketing team.
• Attain agreed-upon sales targets and objectives within the specified timeframe.
• Attract top-notch sales talent while nurturing and retaining existing team members.
• Cultivate a robust sales culture that reinforces the company's core values.
• Maintain regular meetings with customers to ensure a deep understanding of the market and provide on-the-ground coaching to sales team members.
• Contribute market insights and expertise to strategic planning activities and annual target setting.
• Foster effective collaboration with other key go-to-market participants, such as the Channel (GAP), Marketing, and Technical Account Management teams.
• Effectively manage a team by setting clear objectives, providing guidance and support, delegating tasks appropriately, and fostering a positive and collaborative work environment.
• Develop and mentor team members, providing regular feedback, coaching, and growth and skill development opportunities.
  
  
  

What experience and qualifications should you have?

• Minimum of 10 years of experience in comparable roles, with a preference for a diverse background and international exposure.
• Over a decade of experience in the intricate realm of B2B software.
• Minimum of 10 years of leadership and management experience, demonstrating the ability to lead teams, departments, or organizations effectively.
• Demonstrate a robust grasp of complex B2B sales strategies and a track record of business acumen.
• Proficiency in Salesforce or similar CRM software is highly desirable.
• Hold a BA/BS degree or equivalent, with advanced degrees preferable.
  
  
  

What skills and abilities should you have?

• Exhibit a noteworthy level of emotional intelligence, prominently characterized by self-motivation, self-awareness, and empathy.
• Showcase the capacity to employ situational management, adept at tailoring approaches to suit individual employees and specific tasks.
• Possess substantial expertise in crafting compelling value propositions.
• Leverage formidable negotiation skills bolstered by formal training.
• Demonstrate comfort in challenging the status quo, articulating a visionary perspective, and defending new viewpoints at an executive level, all in pursuit of enhanced business outcomes.
  
  
  

What other requirements should you have?

• Possess robust strategic thinking abilities, capable of assessing and understanding how a specific tactic affects all customers.
• Showcase a proven track record of sound analytical and synthesis skills.
• Feel comfortable with planning and executing strategies driven by data.
• Exhibit a determined and organized mindset while maintaining a curious outlook with peripheral awareness.
• Communicate effectively through both spoken and written channels, with the capability to influence perspectives and overcome resistance.
• Maintain self-motivation and effectiveness when working from a home office.
• Proficiency in English is a mandatory requirement.
  
  
  

Your Alignment with our Gurobi Core Values

• Innovation - We are committed to fostering a growth mindset. We're steadfast in continuously looking at ways to improve our business. We drive innovation by taking calculated risks and embracing the idea of being comfortable with being uncomfortable.
• Customer Focus - We are devoted to supporting the success of our customers, partners, and the academic community through mathematical optimization. We listen attentively to understand our customers' needs and continuously adapt our offerings to meet those needs.
• Integrity - We are guided by integrity in all aspects of our work. We prioritize honesty, trustworthiness, and transparency in everything we do. With our customers, partners, and team members, we foster accountability while ensuring fairness, respect, and inclusivity for all.
• Dedication - We are committed to excellence, driven by a deep passion for our work. We take great pride in the positive impact we consistently achieve, striving to exceed expectations and drive meaningful outcomes for our customers, partners, community, and our people.
• The Power of the Team - We take pride in being a diverse and inclusive team, spanning various cultures, generations, experiences, and regions, all coming together to build a unified entity that thrives on trust, collaboration, and the collective strength of our differences.