Account Director, Federal Accounts (USA - Remote)

What you will be doing?

• 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). 

What experience and qualifications should you have?

• 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. 

What skills and abilities should you have?

• 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.   

What other requirements should you have?

• 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. 

Your Alignment with our Gurobi Core Values:

• Customer Focus: Verbal & written communication skills that bring clarity and build trust.  
• Power of the Team: Motivated with a team-oriented mindset that aims to both inspire and be inspired by others. 
• Innovation: The courage to bring ideas forward and see yourself as an integral part of our global team.  
• Dedication: Organized and agile, focusing on meeting professional objectives while promoting a healthy work/life balance.  
• Integrity: Promise to uphold honesty as your compass and conduct all business practices with an ethical mindset and fiscal responsibility.