Account Director, Digital Native New Business

OpenAI; San Francisco (CA); On-site; USD 150,000 - 210,000; Full time

Job summary

OpenAI is seeking an experienced enterprise sales leader to drive growth across the U.S. market. You will manage a pipeline, guide enterprise prospects from initial interest to deployment, and partner with solutions and research teams to deliver complex customer programs.

Responsibilities include owning a consumption revenue target, analyzing metrics, monitoring market trends, and collaborating with multiple functions to scale the sales engine. Relocation support may be available.

Qualifications

• Experience selling SaaS or platform-based solutions to enterprise customers.
• History of meeting or exceeding revenue targets (>$1M annually).
• Ability to translate complex AI/technical concepts for non-technical stakeholders.

Responsibilities

• Build and manage a pipeline of new business opportunities.
• Lead enterprise prospects' journeys from consideration to deployment.
• Partner with solutions and research engineering on customer programs.
• Own a consumption revenue target.
• Analyze opportunity metrics and provide insights to internal stakeholders.
• Monitor industry landscape to inform product and strategy.
• Collaborate across functions to drive sales and operations.
• Support recruitment and onboarding of teammates.

Skills

Pipeline management

Enterprise sales

Cross-functional collaboration

Strategic revenue planning

Market intelligence

Technical storytelling

Team leadership

Recruiting & onboarding

Job description

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.

About the role

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 new business 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, New York, 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.

In this role, you'll:

• Build and manage a pipeline of new business opportunities


• Lead our enterprise prospects’ journeys from consideration to successful deployment


• Partner with solutions and research engineering to build and execute complex customer programs and projects


• Own a consumption revenue target


• Analyze opportunity metrics to create reports and provide insights to internal 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

We're seeking someone with experience including:

• 8+ years selling platform-as-a-service and/or software-as-a-service


• Achieving revenue targets >$1M per year for more than 3 years


• Managing and executing complex sales cycles with enterprise customers


• Closing deals with 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

You might thrive in this role if you:

• 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.

About OpenAI

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 spectrum of humanity.

We are an equal opportunity employer, and we do not discriminate on the basis of race, religion, color, national origin, sex, sexual orientation, age, veteran status, disability, genetic information, or other applicable legally protected characteristic.

For additional information, please see OpenAI’s Aff….

Background checks for applicants will be administered in accordance with applicable law, and qualified applicants with arrest or conviction records will be considered for employment consistent with those laws, including the San Francisco Fair Chance Ordinance, the Los Angeles County Fair Chance Ordinance for Employers, and the California Fair Chance Act, for US-based candidates. For unincorporated Los Angeles County workers: we reasonably believe that criminal history may have a direct, adverse and negative relationship with the following job duties, potentially resulting in the withdrawal of a conditional offer of employment: protect computer hardware entrusted to you from theft, loss or damage; return all computer hardware in your possession (including the data contained therein) upon termination of employment or end of assignment; and maintain the confidentiality of proprietary, confidential, and non-public information. In addition, job duties require access to secure and protected information technology systems and related data security obligations.

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