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OpenAI's Go To Market (GTM) team is seeking an Account Director for Large Enterprise to manage key accounts and drive revenue growth. You will be responsible for managing a small portfolio of strategic enterprise accounts, developing comprehensive account plans, and leading prospects through the entire sales cycle from consideration to successful deployment.
Key responsibilities include:
- Manage key accounts and develop/execute comprehensive account strategies
- Lead enterprise prospects' journeys from consideration through deployment
- Partner with solutions and research engineering teams to build and execute complex customer programs
- Own and manage consumption revenue targets (>$2M annually)
- Manage consumption revenue forecasts and analyze key account metrics
- Monitor industry landscape (competitors, partners, trends) to inform product roadmap and corporate strategy
- Collaborate cross-functionally with solutions, marketing, communications, business operations, finance, product, and engineering
- Support recruitment, onboarding, and culture development for the team
- Lead high-visibility customer events (CABs, conferences, product launches)
You will work directly with C-level executives and serve as a trusted advisor, helping customers understand how to leverage OpenAI's AI models to transform their business. The role requires deep technical understanding combined with strategic vision and partnership skills.
This is a hybrid role based in Sydney, Australia (3 days in office per week). OpenAI offers relocation assistance for new employees.
Requirements:
- 10+ years selling platform-as-a-service (PaaS) and/or software-as-a-service (SaaS)
- Demonstrated track record achieving revenue targets >$2M per year for 3+ years
- Experience designing and executing complex deal strategies
- Background supporting growth at fast-growing, high-performance companies
- Proven ability working directly with C-level executives
- Strong ability to communicate technical concepts to customers and internal stakeholders
- Experience leading high-visibility customer events (CABs, conferences, product launches)
- Demonstrated capability gathering, distilling, and processing complex market intelligence (industry, competitor, customer, prospect data)
- Customer-centric mindset with passion for understanding customer priorities and serving as trusted advisor
- Deep curiosity about artificial intelligence and commitment to responsible AI deployment
- Builder mentality with excitement for scaling systems and processes
- Strategic thinking with multi-year planning horizon and ability to align stakeholders
