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. 

What Will You Be Doing?

• 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. 

What Experience and Qualifications Should You Have?

• 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. 

What Other Skills and Abilities Should You Have?

• Strong enterprise sales leadership capabilities with the ability to motivate, develop, and retain high-performing teams. 

• Excellent executive communication, negotiation, and presentation skills. 

• Ability to engage effectively with both business and technical audiences. 

• Strong strategic thinking and territory planning capabilities. 

• High level of commercial acumen and experience negotiating enterprise software agreements. 

• Strong customer relationship management and consultative selling skills. 

• Ability to operate effectively in a fast-paced, global, and cross-functional environment. 

• Experience managing complex enterprise opportunities with long sales cycles. 

• Strong organisational, forecasting, and pipeline management discipline. 

• Comfortable collaborating across international teams and time zones. 

• Ability to travel domestically within Japan and internationally as required. 

• Self-motivated, accountable, and results-oriented with a strong customer focus. 

Preferred Experience

• Experience selling optimization, analytics, AI, decision intelligence, supply chain, or technical computing solutions. 

• Existing relationships within enterprise manufacturing, automotive, logistics, financial services, or technology sectors in Japan. 

• Experience working with channel partners, system integrators, or consulting organizations in the Japanese market. 

• Familiarity with Salesforce, Microsoft 365, Power BI, and modern enterprise sales tools. 

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.  

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.