Gurobi Optimization · 23 hours ago
Account Director, Federal Accounts (USA - Remote)
United States
Full-time
Remote
Director/Executive
10+ years expGurobi Optimization is focused on mathematical optimization technology to help customers make smarter decisions. They are seeking an Account Director for Federal Accounts to lead strategic sales efforts across key U.S. federal agencies, develop sales strategies, and build relationships with decision-makers to drive revenue growth.
AnalyticsComputerSoftware
No H1B
Security Clearance RequiredU.S. Citizen Only
Responsibilities
Design and implement a comprehensive sales strategy tailored to federal agency needs, aligning with corporate goals and market dynamics
Build and maintain long-term relationships with key federal decision-makers, including program managers, contracting officers, and influential industry partners
Identify and qualify new business opportunities through direct engagement and collaboration with strategic partners
Own the end-to-end sales process—from initial outreach and qualification through proposal development, pricing strategy, negotiation, and contract award. Ensure timely and compliant submissions aligned with federal acquisition regulations
Collaborate with cross-functional stakeholders to ensure successful execution and delivery of solutions
Represent the company at federal industry events, conferences, and customer meetings to enhance visibility, build relationships, and promote brand recognition in the federal marketplace
Maintain a deep understanding of federal procurement policies, acquisition cycles, budget priorities, and contract vehicles (e.g., GSA Schedules, IDIQs, GWACs, OTAs)
Qualification
Required
Bachelor's degree in business, marketing, or a related discipline required; advanced degree preferred
10–15+ years of progressive sales experience in the federal government sector, with a strong record of quota attainment
Demonstrated success in engaging senior-level stakeholders across federal agencies, particularly within DOD, DOE, and DLA
Comprehensive knowledge of federal procurement processes and acquisition strategies
Strong consultative selling, business development, negotiation, and relationship management skills
Proven ability to manage complex, multi-stakeholder sales cycles and secure large-scale contracts
High-integrity, high-energy individual who thrives in a team-oriented environment and consistently achieves success
Ability to design, lead, and present strategic plans with clear goals, objectives, and implementation strategies
Strong conflict resolution skills to protect the customer experience and enhance Gurobi's image
Comfortable working collaboratively with international teams, promoting cross-functional cooperation and global synergy
Ability to join meetings across various global time zones within reason, facilitating seamless communication with stakeholders worldwide
Commitment to upholding company policies and procedures, ensuring compliance with organizational guidelines
Experience selling advanced technology solutions (e.g., cloud, cybersecurity, AI/ML, enterprise software) or professional services in the federal space
Prior experience working with or alongside federal systems integrators or prime contractors
Track record of securing multi-million-dollar federal contract awards
Exceptional skills in collaborating across different departments and effectively communicating within the organization
High emotional intelligence is demonstrated through self-motivation, self-awareness, and empathy
Comfortable with learning and utilizing Salesforce
Ability to obtain and maintain a U.S. government security clearance, if required
Company
Gurobi Optimization
Gurobi is in the business of helping companies make better decisions through the use of prescriptive analytics.
51-200 employees
Funding
Current Stage
Growth StageTotal Funding
unknownKey Investors
Thompson Street Capital Partners
2018-01-03Private Equity
Leadership Team
Zonghao Gu
Chief Research Fellow and Co-founder
Ryan Dunlap
Chief Financial Officer
Recent News
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2025-11-23
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2025-11-18
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