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OpenAI's Go To Market team is seeking an Account Director, Large Enterprise to lead complex enterprise sales of our AI products. You will own a portfolio of large enterprise accounts across industries, responsible for developing account strategies that drive new business, adoption, and expansion.
Key responsibilities include:
- Own a portfolio of large enterprise accounts, developing strategies that drive new business, adoption, and expansion
- Create demand through proactive prospecting and executive outreach, with deep understanding of customer business priorities
- Own complex deals end-to-end: opportunity development, qualification, business case creation, technical evaluation, negotiation, and close
- Help senior executives understand AI's transformative potential, identify priorities, and build alignment around investment and deployment roadmaps
- Build relationships across business units and functions, connecting executives, business leaders, technical teams, and procurement
- Partner with solutions engineering to translate technical capabilities into customer programs with measurable business outcomes
- Win initial deployments and expand successful use cases across teams, business units, and geographies
- Own consumption revenue targets, partnering across the customer lifecycle to drive production usage and sustained growth
- Maintain rigorous account plans, opportunity management, and revenue forecasts
- Bring customer and market insights to product, engineering, and GTM teams
- Help build processes, practices, and culture of a growing, high-ownership sales organization
You will work with some of OpenAI's largest accounts across a variety of industries, combining technical understanding, executive engagement, and ownership of complex enterprise sales. Success means both winning business and helping customers turn commitments into sustained adoption and consumption.
The role is based in San Francisco, New York City, or Seattle offices, with hybrid work (3 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
- Demonstrated success winning new customers and expanding existing accounts
- Proven ability to generate pipeline and create demand through proactive account development, including opportunities where customers have not yet defined projects or allocated budget
- Experience designing and executing complex deal strategies with multiple decision-makers, technical requirements, and procurement processes
- Track record selling across business units and functions, building support beyond a single buyer or use case
- Direct experience working with C-level executives to connect technology investments to business strategy, operational change, and measurable value
- Experience selling technically complex products in close partnership with engineering and solutions teams
- Demonstrated success 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
- Success in fast-growing environments requiring independent judgment, initiative, and accountability
Ideal candidates will have a hunter mentality, take ownership of deals, guide executive journeys, be customer-centric and commercially driven, demonstrate technical curiosity, think across the enterprise, be builders in high-ownership environments, and have passion or deep curiosity for artificial intelligence.
