Remote Enterprise Cybersecurity AI Account Director

VulnU; San Francisco (CA); Hybrid; USD 180,000 - 280,000; Full time

Benefits offered by this job

Relocation assistance

Hybrid work model

Remote-friendly within US

Job summary

OpenAI is seeking an Account Director, Large Enterprise — Cybersecurity, to lead strategic cybersecurity engagements with some of our largest customers across the United States. You will own complex, end-to-end deals and drive adoption of AI across security workflows.

You’ll engage CISOs, CIOs and CTOs, translate technical capabilities into measurable business value, and collaborate with engineering and GTM teams. The role offers a hybrid work model with relocation support.

Qualifications

• 14+ years selling complex platform-as-a-service and/or software-as-a-service products to large enterprise customers, with substantial experience in cybersecurity.
• Demonstrated success winning new customers and expanding existing accounts within the cybersecurity ecosystem.
• A strong understanding of cybersecurity buyers, enterprise security workflows, and the commercial priorities of cybersecurity companies.
• Generating pipeline and creating demand through proactive account development, including opportunities where the customer has not yet defined a project or allocated budget.
• Designing and executing complex deal strategies with multiple decision-makers, technical requirements, security reviews, and procurement processes.
• Selling across business units and functions, building support beyond a single buyer, team, or use case.
• Working directly with C-level executives, including CISOs, CIOs, and CTOs, to connect technology investments to business strategy and measurable value.
• Selling technically complex products in close partnership with engineering and solutions teams.
• Navigating enterprise requirements related to data security, privacy, governance, and risk management.
• Leading enterprise transformation opportunities from early discovery through deployment, adoption, and expansion.
• Managing consumption-based revenue models, including forecasting usage, driving adoption, and identifying opportunities for growth.
• Succeeding in fast-growing environments that require independent judgment, initiative, and accountability.

Responsibilities

• Own a portfolio of large enterprise cybersecurity accounts, developing strategies that drive new business, enterprise adoption, and expansion.
• Create demand through proactive prospecting, executive outreach, and a deep understanding of each customer’s business strategy, product roadmap, and security priorities.
• Own complex deals end to end, including opportunity development, qualification, business case creation, technical evaluation, negotiation, and close.
• Help executives identify opportunities to apply AI across cybersecurity products and workflows, such as security operations, threat analysis, incident response, and security engineering, in partnership with technical specialists.
• Build relationships across security, engineering, product, business operations, and procurement teams, connecting stakeholders around shared goals.
• Partner with solutions engineering to translate technical capabilities into customer programs with measurable business outcomes.
• Navigate customer requirements around data privacy, sensitive security information, governance, and deployment, engaging the appropriate technical, security, and legal partners.
• Win initial deployments and expand successful use cases across teams, business units, and geographies.
• Own a consumption revenue target, partnering across the customer lifecycle to turn signed agreements into production usage and sustained growth.
• Maintain rigorous account plans, opportunity management, and revenue forecasts, taking responsibility for advancing opportunities and resolving obstacles.
• Bring cybersecurity customer and market insights to Product, Engineering, and GTM teams to inform our roadmap and approach.
• Help build the processes, practices, and culture of a growing sales organization.

Skills

Enterprise sales

Cybersecurity expertise

Executive engagement

Hunter mentality

Complex deals

Job description

OpenAI is seeking an Account Director, Large Enterprise — Cybersecurity, to lead strategic cybersecurity engagements with some of our largest customers across the United States. You will own complex, end-to-end deals and drive adoption of AI across security workflows.

You’ll engage CISOs, CIOs and CTOs, translate technical capabilities into measurable business value, and collaborate with engineering and GTM teams. The role offers a hybrid work model with relocation support.