Gurobi Optimization

• Own and execute the sales strategy across your assigned ANZ territory, developing a proactive plan to generate new business and grow existing customer relationships. • Build and maintain a healthy pipeline through outbound prospecting, account-based selling, referrals, partner relationships, networking, and marketing-generated opportunities. • Identify and prioritize high-value commercial and enterprise accounts, creating demand in markets where Gurobi has varying levels of brand awareness. • Execute a land-and-expand strategy by identifying new buying centers, upsell opportunities, and cross-functional use cases within existing customers. • Manage complex, multi-stakeholder sales cycles, partnering with both technical users and executive decision-makers to deliver business value. • Act as a trusted advisor, understanding customer challenges and positioning Gurobi's optimization technology to meet their objectives. • Collaborate with Technical Account Managers, Marketing, and Product teams to deliver an exceptional customer experience throughout the sales process. • Represent Gurobi at customer meetings, conferences, trade shows, and industry events across Australia and New Zealand. • Maintain accurate opportunity management, forecasting, and customer activity within Salesforce to support effective pipeline management and business planning. • Stay informed on industry trends, competitive activity, and developments within optimization, analytics, and enterprise software.

• Ensure timely and accurate preparation and filing of tax returns (corporate, VAT, indirect taxes, and other applicable taxes) across multiple jurisdictions. • Review tax filings and assist in managing audits, reviews, and interactions with tax authorities, including coordination with third-party tax specialists. • Preparation and review of quarterly and annual tax provisions and financial statement disclosures in compliance with applicable accounting standards (e.g., US GAAP). • Manage transfer pricing policies and documentation to ensure they meet regulatory requirements across jurisdictions. • Identify and assess tax risks related to operations across multiple jurisdictions and work with the business to mitigate these risks. • Monitor changes in local and international tax laws and regulations to ensure compliance and provide updates to senior management. • Develop and implement tax-efficient structures and strategies across multiple jurisdictions, minimizing tax liabilities while remaining compliant with local laws. • Provide guidance on the tax impact of international expansion and cross-border transactions. • Monitor tax positions taken by the company, ensuring they are in line with legal requirements and minimizing exposure to audits and penalties. • Collaborate with the finance and legal teams to assess tax implications for business decisions, including mergers, acquisitions, restructurings, and other corporate transactions. • Act as the point of contact for tax-related questions from various departments (e.g., legal, finance, HR, operations). • Collaborate with finance and operation team members to drive tax efficiency and ensure alignment with overall company goals. • Oversee the work of external tax consultants and advisors when needed. • Foster a culture of tax compliance and awareness throughout the organization, providing training and support as needed.

• Execute month-end close activities including order validation and preparing journal entries, reconciliations, and rollforwards • Review customer contracts and order forms to support appropriate ASC 606 revenue recognition treatment, including identification of performance obligations, non-standard terms, and billing structures impacting revenue recognition and allocation decisions • Process contract modifications, amendments, credits, and revenue adjustments within NetSuite ARM • Collaborate with FP&A on revenue forecasting and budget-to-actual analysis • Support monthly management reporting and assist with ad-hoc revenue accounting projects • Support NetSuite ARM revenue arrangement setup, validation, and optimization • Assist with administration and ongoing improvement of ZoneBilling and ARM-related workflows • Review and validate data accuracy across revenue systems to ensure completeness and integrity of revenue reporting • Assist with identifying automation opportunities across revenue recognition, reconciliations, reporting, and contract review workflows • Support testing, implementation, and optimization of revenue system enhancements and automation initiatives • Leverage AI-enabled tools, automation technologies, and modern workflow solutions to improve operational efficiency and reduce manual processes • Partner cross-functionally with Sales Operations, Deal Desk, Licensing, Billing, and FP&A teams to support operational alignment between contract execution, billing, and revenue recognition; resolve billing discrepancies, and improve upstream data quality. • Assist with monthly billing and collections activities, as needed • Communicate complex accounting and billing matters clearly and professionally to both technical and non-technical stakeholders, while demonstrating a collaborative, team-oriented mindset and a willingness to challenge existing processes constructively to improve operational efficiency, accuracy, and scalability. • Support external audit requests, including preparation of schedules and supporting documentation • Assist with process documentation and internal controls initiatives

• Own and lead all aspects of commercial legal support, acting as a trusted partner to the business and a key enabler of revenue growth. • Lead the drafting, review, and negotiation of customer software license and SaaS agreements, as well as partner, reseller, and vendor contracts • Partner closely with Operations, Sales, Finance, Corporate Development, and Revenue Operations (including Deal Desk, Sales Operations, and Marketing Operations) to support deal strategy and enable efficient deal execution. • Operate with appropriate autonomy in deal-related decision-making, exercising sound judgment to balance risk with business priorities while aligning with established approval processes, risk thresholds, and company policies. • Provide clear, practical legal guidance that enables the business to move forward with confidence. • Support Deal Desk and Operations teams by advising on deal structure, approvals, and non-standard terms, helping reduce friction and unnecessary escalations. • Establish and scale contracting frameworks, templates, and playbooks to accelerate deal velocity and improve consistency. • Identify and address legal and contractual risks early, offering solutions aligned with business priorities. • Reduce reliance on legal escalations through improved standardization, guidance, and stakeholder enablement. • Support broader legal needs across the business, including employment-related matters, corporate policies, corporate development, governance, and compliance considerations, as needed. • Partner with IT, Product, Engineering, Security, and Operations on data privacy, AI, cybersecurity, and regulatory considerations where relevant. • Serve as a key legal advisor on data privacy, AI, and security matters related to commercial agreements, including Data Processing Agreements (DPAs), AI addenda, security exhibits, breach notification language, indemnification obligations, and liability provisions. • Manage external counsel relationships and serve as the primary coordination point for outside legal support to ensure consistency, prioritization, and efficient resource use. • Build strong, trusted relationships across the organization and position Legal as an approachable, solutions-oriented partner.

• 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.

• Actively engage in calls and meetings with current and future customers. • Collaborate and oversee technical discussions in ongoing business opportunities. • Provide in-depth recommendations on architecture, sizing, implementation and scalability. • Offer coaching and presentations in customized workshops, webinars, and hands-on training sessions. • Assist prospective customers to build solid and honest business cases. • Create and present materials to showcase product functionality and performance. • Take the lead in internal initiatives to improve our processes, systems, and tools. • Leverage your technical expertise as a subject matter expert within the team. • Act as a dedicated team player within our global group, emphasizing mutual support and knowledge sharing as key priorities.

• Ensure timely follow-up on all incoming leads to strengthen our sales pipeline. • Initiate focused outreach to potential new accounts (New Logos) in specific target areas. • Organize and manage appointments for our Sales Team, ensuring they are with qualified prospects. • Aim to meet and exceed targets for delivering qualified leads to the sales team. • Cultivate external interest and motivate potential customers to progress through our sales pipeline. • Actively engage with prospective customers, demonstrating empathy and a genuine commitment to our mission. • Support our global Sales Team and seek their guidance and best practices. • Collaborate across various departments within our global remote team to achieve common goals.

• Design and implement AI agents facilitating the full development cycle of optimization applications with a focus on leveraging Gurobi optimization expertise and best practices. • Architect and maintain the integration of optimization components, including Gurobi's solver and related libraries, into AI features of existing and new products. • Partner with cross-functional teams (AI Innovation Lab, Optimizer team, Experts, Product Management, Marketing) to align on AI feature requirements, gather domain knowledge, and ensure best practices are reflected across AI systems and products. • Develop and refine prompt and context engineering strategies for production AI systems. • Participate in the quality testing of AI features by designing test cases and evaluations. • Troubleshoot AI feature quality and performance issues. Be an escalation contact for service incidents related to AI features to help our support team when necessary. • Serve as an internal AI subject matter expert, evaluating use cases across teams and providing technical guidance and recommendations on AI applicability and approach. • Collaborate with a team of software developers and QA engineers of the Platform team following our agile methodology. The role involves a substantial amount of teamwork and individual contribution.

• Lead the development and enhancement of algorithms to solve various mathematical programming problems, such as LP, QP, QCP, MILP, MIQP, MIQCP, etc. • Collaborate closely with a small team of highly skilled software developers. The role involves significant collaborative and independent work. • Offer internal support, as required, to assist with internal product support and marketing functions. • Develop comprehensive test cases and product documentation as part of creating and releasing new product capabilities. • Present new product features and capabilities at technical conferences and actively engage with product users.

• Drive growth across our largest enterprise accounts. • Develop and execute targeted 1:1 Account-Based Marketing (ABM) programs that support new logo acquisition, enterprise expansion, and competitive conversions. • Partner closely with Sales and Marketing to develop strategic account plans, including identifying key stakeholders, decision-makers, and influencers across complex buying committees. • Plan and execute events targeting decision makers and facilitate ABM workshops at target accounts. • Support competitive displacement initiatives, including strategic “switching” campaigns. • Partner with internal stakeholders and external agencies to execute personalized, high-touch 1:1 ABM campaigns tailored to each enterprise account. • Translate enterprise account strategy into clear, executable marketing programs, ensuring alignment across functions and regions. • Drive account engagement, pipeline generation, and deal acceleration across strategic enterprise opportunities in partnership with Sales. • Act as a bridge between regions to close communication and execution gaps across regions, driving consistency while maintaining account-level precision. • Develop and track KPIs, using cross-channel analytics to make decisions and improve campaign effectiveness.