Regional Sales Director; Japan

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.

Gurobi Optimization is seeking a high‑performing and strategic Regional Sales Director to lead our enterprise sales efforts across Japan. This role is responsible for driving revenue growth, expanding Gurobi’s market presence, developing executive customer relationships, and leading the regional sales organization to achieve ambitious business objectives.

The Regional Sales Director will serve as the senior commercial leader for Japan, combining direct ownership of strategic enterprise accounts with leadership and development of the Japan sales team. The successful candidate will bring strong enterprise software sales experience, executive presence, and the ability to navigate complex customer environments across technical, operational, and business stakeholders.

This role requires a consultative sales leader who can engage effectively with customers across industries, including manufacturing, automotive, logistics, supply chain, financial services, technology, and advanced analytics. Success in this role depends on building long‑term customer relationships, executing strategic account plans, driving predictable pipeline growth, and fostering collaboration across global teams.

The Regional Sales Director will strengthen Gurobi’s presence and reputation in Japan and promote a high‑performance, collaborative, customer‑focused sales culture aligned with Gurobi’s global values.

• 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.

• 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,…