Account Director, Federal Accounts (USA - Remote)

📋 Description

• • Own the entire revenue cycle for Gurobi’s federal business, designing and executing a multi-year strategic plan that grows annual recurring revenue from DOD, DOE, DOL, and DLA while deepening our footprint in emerging civilian agencies.
• • Translate complex optimization technology into mission value for federal program managers, contracting officers, and technical evaluators—crafting tailored ROI narratives that resonate with each agency’s budget, performance, and compliance priorities.
• • Build and nurture a trusted advisor network that spans senior executives, systems integrators, small-business partners, and academic labs; orchestrate joint go-to-market motions that accelerate deal velocity and expand deal size.
• • Drive the full sales lifecycle—from opportunity identification and capture planning through proposal development, orals, negotiation, and contract award—ensuring every submission meets FAR/DFARS requirements and aligns with Gurobi’s risk, margin, and delivery standards.
• • Leverage multiple contract vehicles (GSA IT-70, SEWP, CIO-SP3, OTA, IDIQ, GWAC) to create friction-free procurement paths for customers; maintain an always-current pipeline of recompetes, sole-source, and set-aside opportunities valued at $50M+.
• • Collaborate with Solutions Engineering, Product Management, Legal, Finance, and Delivery teams to configure enterprise-wide licensing, cloud-hosted, and on-prem deployments that satisfy FedRAMP, DoD CC SRG, and IC compliance frameworks.
• • Represent Gurobi at AFCEA West, DoDIIS, GEOINT, and other flagship federal events—delivering thought-leadership keynotes, hosting executive roundtables, and capturing voice-of-customer insights that feed our roadmap and marketing campaigns.
• • Serve as the internal voice of the federal customer, translating field intelligence into actionable requirements for new features, pricing models, and partnership strategies that keep Gurobi two steps ahead of competitors.
• • Mentor junior account executives and channel partners on federal best practices, sharing battle-tested playbooks for gate reviews, color-team proposals, and post-award contract management.
• • Maintain a rolling 4-quarter forecast with ≥90 % accuracy, proactively surfacing risks and mitigation plans to executive leadership and ensuring predictable revenue delivery.
• • Champion Gurobi’s core values—Customer Focus, Power of the Team, Innovation, Dedication, and Integrity—in every customer interaction and internal collaboration, reinforcing a culture of transparency, respect, and continuous improvement.