Account Executive, Renewals (japan Remote) - Remote Eligible

Account Executive, Renewals

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.

As an Account Executive, Renewals at Gurobi Optimization, you will play a critical role in managing and growing our recurring revenue base in Japan. You will own the full renewal lifecycle, partnering closely with customers to ensure retention, long-term value, and a seamless experience throughout the customer journey. Working cross-functionally with internal teams, you will deliver exceptional outcomes that reinforce trust and drive continued success.

This is an exciting opportunity to join a high-performance, growth-oriented team shaping the future of mathematical optimization in Japan. In this role, you will play a crucial part in securing and strengthening ongoing partnerships with both enterprise and academic customers, thereby laying a strong foundation for sustained regional growth and long-term success.

What Will You Be Doing?

1. Own and manage the end-to-end renewal sales cycle for existing customers in Japan, ensuring a seamless and timely process.
2. Achieve and exceed retention and upsell targets by proactively managing a structured, high-volume renewal pipeline.
3. Collaborate with the Sales Team, Technical Support, and Technical Account Managers to maximize customer value realization and minimize churn risk.
4. Ensure accurate forecasting and pipeline visibility using CRM tools (Salesforce), aligned with Gurobi's MEDDPICC-based sales methodology.
5. Identify and pursue expansion opportunities within the existing customer base in collaboration with the wider Japan sales team.
6. Build and maintain strong, trust-based relationships with key stakeholders, including procurement, IT, and business leaders.
7. Ensure the timely and accurate processing of renewal quotes, agreements, and purchase orders in accordance with Gurobi's commercial policies.
8. Stay current on industry trends, customer use cases, and Gurobi's evolving value proposition to support strategic renewal conversations.

What Experience And Qualifications Should You Have?

• Bachelor's degree or equivalent practical experience
• 3+ years of experience in SaaS, software, or technology renewals, inside sales, or account management
• Native-level proficiency in Japanese and business-level proficiency in English
• Experience managing renewals and recurring revenue within enterprise and/or academic customer environments
• Proficiency with Salesforce or similar CRM platforms to manage pipeline, forecasting, and renewal activity
• Familiarity with enterprise procurement processes in Japan, particularly within software and technology organizations
• Experience working within a structured sales methodology; MEDDPICC knowledge is preferred

What Skills And Abilities Should You Have?

• Strong communication, negotiation, and relationship-building skills across both technical and business audiences
• Ability to identify renewal risk, manage objections, and proactively address customer concerns to drive retention and long-term value
• Strong analytical skills with the ability to forecast accurately and communicate risks and opportunities clearly
• Ability to operate autonomously while managing multiple priorities in a fast-paced environment
• Strong sense of ownership and accountability, with the ability to manage shifting priorities independently
• High attention to detail and follow-through, ensuring accuracy and consistency in renewal execution
• Proven ability to partner effectively with Sales, Customer Success, Finance, Legal, and Product teams to ensure smooth and timely renewals
• Excellent interpersonal awareness and adaptability, with the ability to collaborate effectively across cultures and global, cross-functional teams

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.