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OpenAI is seeking an Account Director for Cybersecurity to lead enterprise sales efforts within the cybersecurity vertical. You will own a portfolio of large enterprise accounts, developing strategies to drive new business, adoption, and expansion of OpenAI's AI products across security workflows and operations.
In this role, you will create demand through proactive prospecting and executive outreach, understanding each customer's business strategy, product roadmap, and security priorities. You'll own complex deals end-to-end—from opportunity development and qualification through business case creation, technical evaluation, negotiation, and close. Working closely with solutions engineers, you'll help security executives (CISOs, CIOs, CTOs) identify where AI can deliver meaningful value in areas such as security operations, threat analysis, incident response, and security engineering.
You'll build relationships across security, engineering, product, business operations, and procurement teams, connecting stakeholders around shared goals. You'll navigate customer requirements around data privacy, sensitive security information, governance, and deployment, engaging technical, security, and legal partners as needed. Success means both winning initial deployments and expanding use cases across teams, business units, and geographies. You'll own a consumption revenue target, partnering across the customer lifecycle to turn signed agreements into production usage and sustained growth.
You'll maintain rigorous account plans, opportunity management, and revenue forecasts, taking responsibility for advancing opportunities and resolving obstacles. You'll also bring cybersecurity customer and market insights to Product, Engineering, and GTM teams to inform roadmap and strategy, and help build the processes, practices, and culture of a growing sales organization.
The role is based in San Francisco, New York City, or Seattle, with a hybrid work model (three days in office per week). Remote work from within the U.S. is also being considered. Relocation assistance is offered.
REQUIREMENTS:
- 14+ years selling complex platform-as-a-service (PaaS) and/or software-as-a-service (SaaS) products to large enterprise customers, with substantial experience in cybersecurity
- Demonstrated success winning new customers and expanding existing accounts within the cybersecurity ecosystem
- Strong understanding of cybersecurity buyers, enterprise security workflows, and commercial priorities of cybersecurity companies
- Proven ability to generate pipeline and create demand through proactive account development, including opportunities where customers have not yet defined a project or allocated budget
- Experience designing and executing complex deal strategies with multiple decision-makers, technical requirements, security reviews, and procurement processes
- Track record of selling across business units and functions, building support beyond a single buyer, team, or use case
- Direct experience working with C-level executives (CISOs, CIOs, CTOs) to connect technology investments to business strategy and measurable value
- Experience selling technically complex products in close partnership with engineering and solutions teams
- Ability to navigate enterprise requirements related to data security, privacy, governance, and risk management
- Experience leading enterprise transformation opportunities from early discovery through deployment, adoption, and expansion
- Experience managing consumption-based revenue models, including forecasting usage, driving adoption, and identifying growth opportunities
- Proven success in fast-growing environments requiring independent judgment, initiative, and accountability
IDEAL CANDIDATE TRAITS:
- Hunter mentality: proactively seek opportunities, open doors, and build demand; motivated by winning new customers and uncovering opportunities within established accounts
- Deep understanding of the cybersecurity landscape; ability to engage credibly with security and product leaders and distinguish promising AI applications
- Ownership-driven: drive progress at every stage of a deal, set clear next steps, bring the right people together, and stay accountable
- Ability to guide executive journeys: meet leaders where they are, challenge thinking thoughtfully, and help develop concrete AI adoption visions
- Customer-centric and commercially driven: connect customer outcomes to durable growth and stay engaged through purchase to adoption
- Technical curiosity: enjoy understanding complex products and explaining capabilities, limitations, and business implications to diverse audiences
- Sound judgment: recognize sensitivity of security use cases and work with appropriate partners to address requirements and support responsible deployment
- Enterprise thinking: connect business units, build cross-functional relationships, and turn initial use cases into broader adoption strategies
- Builder mentality: make sound decisions with incomplete information and help establish practices for growing teams
- Passion for AI: excited to help cybersecurity organizations deploy AI thoughtfully and deliver value
