Regional Sales Director – APJ

Role Overview

• Lead Gurobi’s enterprise sales strategy and revenue growth initiatives across Japan.
• Own and achieve regional sales targets, including ACV growth, strategic account expansion, and pipeline development objectives.
• Lead, mentor, and develop a high-performing enterprise sales team based in Japan.
• Drive forecasting discipline, pipeline management, and strategic deal execution across the region.
• Build and maintain executive-level relationships with strategic customers, partners, and key stakeholders.
• Personally manage a select group of strategic enterprise accounts within Japan.
• Identify and execute opportunities to expand Gurobi’s market presence across priority industries and enterprise customers.
• Develop and execute territory and account plans to accelerate customer acquisition and expansion opportunities.
• Collaborate closely with Sales Engineering, Customer Success, Marketing, Product, and Leadership teams to support complex enterprise opportunities.
• Partner with marketing to strengthen regional pipeline generation, customer engagement, and brand awareness initiatives.
• Develop and expand relationships with ecosystem partners, system integrators, consulting firms, cloud providers, and strategic alliances within Japan.
• Maintain accurate forecasting and provide regular business updates to APJ and global sales leadership.
• Stay informed on developments in mathematical optimization, AI, analytics, and enterprise decision technologies, as well as competitive market activity.
• Foster a high-performance, collaborative, and accountable sales culture aligned with Gurobi’s core values.

Requirements

• 10+ years of successful enterprise software sales experience, including experience selling complex technical SaaS or enterprise software solutions.
• 5+ years of sales leadership and people management experience, including leading enterprise sales teams.
• Demonstrated success in achieving and exceeding enterprise sales targets within the Japan market.
• Strong experience managing complex, consultative sales cycles involving multiple business and technical stakeholders.
• Proven track record of building executive relationships within large enterprise organisations in Japan.
• Experience working within global or matrixed organizations preferred.
• Bachelor’s degree in Business, Engineering, Computer Science, Mathematics, Economics, or a related discipline, or equivalent professional experience.
• Business-level fluency in Japanese (spoken and written) and professional proficiency in English required.

Tech Stack

• Cloud

Benefits

• Gurobi Optimization is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, age, disability, protected veteran status, or any other characteristic protected by law.
• Gurobi Optimization is an E-Verify employer. As part of our hiring process, we utilize the federal E-Verify program to verify the employment eligibility of all newly hired employees. For additional information regarding E-Verify, please visit www.e-verify.gov.