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OpenAI's Commercial Sales team is seeking an Account Director to own customer relationships and drive commercial adoption of ChatGPT and the OpenAI API within the SMB segment. This is a high-ownership, consultative sales role that combines technical curiosity with disciplined execution.
You will own the full commercial cycle from initial discovery through close and expansion, building and managing a healthy pipeline across inbound, outbound, and existing customer opportunities. Key responsibilities include leading discovery conversations that translate customer business priorities into compelling use cases, developing trusted relationships with business, technical, and executive stakeholders, and navigating complex commercial processes in partnership with Product, Finance, Legal, Growth, and Revenue Operations teams.
You will maintain accurate pipeline forecasts while working toward revenue and adoption goals, identify expansion opportunities to increase customer value realization, and bring market insights back to the organization to improve products and sales motion. You'll also contribute to building systems, processes, and playbooks needed to scale a high-performing commercial sales organization.
Ideal candidates bring 5+ years of relevant software sales experience with at least 3+ years of closing experience in SMB, mid-market, or commercial sales cycles. You should have a demonstrated track record of meeting or exceeding revenue targets, strong discovery and qualification skills, and the ability to communicate complex technical products clearly to both business and technical audiences. You're comfortable building trust with C-suite stakeholders, deeply customer-centric, and operate with high ownership in fast-moving, ambiguous environments. You're a builder who enjoys developing new systems and processes, approach unfamiliar problems with curiosity, and adapt quickly based on feedback.
The role is based in New York with a hybrid work model of 3 days in-office per week. OpenAI offers relocation assistance and occasional travel will be required.
