Account Director, Digital Native Large Enterprise

About The Team

OpenAI’s mission is to build safe artificial general intelligence (AGI) which benefits all of humanity. This long‑term undertaking brings the world’s best scientists, engineers, and business professionals into one lab together to accomplish this.

Our Sales team has a unique mission to help customers understand the deep impact that highly capable AI models can bring to their business and users. This role is a mixture of technical understanding, vision, partnership, and value‑driven strategy. You’ll be a key driver of opportunities through the entire sales cycle, from pipeline generation to closure. You’ll work with researchers, engineers, and solution strategists to help customers evolve their industry with AI.

This role can be based in our San Francisco or Seattle offices. We are also considering applications to work remotely from within the U.S. We use a hybrid work model of 3 days in the office per week and offer relocation assistance to new employees.

• Manage ~five key accounts, developing and executing strategies for a comprehensive account plan
• Lead our enterprise customers’ journeys from ideation to successful deployment
• Partner with solutions and research engineering to build and execute complex customer programs and projects
• Own a consumption revenue target
• Manage consumption revenue forecasts
• Analyze key account metrics to create reports and provide insights to internal and external stakeholders
• Closely monitor the industry landscape (people, competitors, partners, etc.) to contribute to product roadmap and other corporate strategies
• Collaborate with solutions, marketing, communications, business operations, people operations, finance, product management, and engineering
• Support the recruitment and onboarding of other teammates
• Support the development of company culture

• 14+ years selling platform‑as‑a‑service and/or software‑as‑a‑service
• Achieving revenue targets >$1M per year for more than 3 years
• Designing and executing complex deal strategies
• Supporting the growth of fast‑growing, high‑performance companies
• Working directly with c‑level executives
• Communicating technical concepts to customers and internal stakeholders
• Leading high‑visibility customer events (CAB, conferences, product launches, etc.)
• Gathering, distilling, and processing complex market (industry, competitor, customer, prospect) intelligence

• Are customer‑centric. You are motivated to deeply understand your customer’s priorities and help them achieve their vision for using our models to improve their products and services. You build strong relationships with executives and professionals across functions and serve as a trusted advisor.
• Have a passion or deep curiosity in artificial intelligence. You embrace the opportunity to help deploy our technology in a way that benefits humanity. You’re excited to educate our customers on AI and how to plan for the future.
• Are a builder. You are excited to impact how our company operates and scales. Your passion is building strong systems and processes from the ground up and executing them with precision.
• Are excited by new challenges. You don’t have the answers to every question up front, but the process of solving them invigorates you. Bespoke issues requiring multidimensional knowledge excite you. You’re willing to experiment with new solutions.
• Are a strategist. You deeply understand go‑to‑market best practices and raise the bar for our organization. You think and plan forward on the order of years and bring internal and external stakeholders along with your strategy.

OpenAI is an AI research and deployment company dedicated to ensuring that general‑purpose artificial intelligence benefits all of humanity. We push the boundaries of the capabilities of AI systems and seek to safely deploy them to the world through our products. AI is an extremely powerful tool that must be created with safety and human needs at its core, and to achieve our mission, we must encompass and value the many different perspectives, voices, and experiences that form the full…