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OpenAI's Go To Market team is seeking an experienced Account Director to own relationships with strategically important startup customers and support their success building on OpenAI's platform. You will serve as the primary relationship owner for a portfolio of startup accounts, developing comprehensive account plans and executing strategies to drive consumption revenue growth.
In this role, you'll partner cross-functionally with solutions engineering, research, product, and support teams to help startups maximize value from OpenAI's AI models. You'll manage a portfolio of accounts, own consumption revenue targets and forecasts, analyze key metrics, and serve as an advocate for improving the startup experience. You'll also monitor the competitive and startup landscape to inform product roadmap decisions and contribute to broader corporate strategy.
Key responsibilities include: managing startup account portfolios with strategic account planning; partnering with solutions and research engineering on complex customer programs; owning consumption revenue targets and forecasting; analyzing account metrics and providing insights to stakeholders; monitoring industry and competitive landscape; collaborating across product, engineering, support, marketing, finance, and operations; synthesizing product feedback from startup interactions; supporting team recruitment and onboarding; and contributing to company culture development.
You should have 6+ years of experience selling platform-as-a-service or SaaS solutions, with demonstrated expertise in designing and executing complex deal strategies. Ideally, you have direct experience in the startup ecosystem—either as a founder, early-stage employee, or someone who has worked extensively with startup customers. You're comfortable working directly with C-level executives, communicating technical concepts clearly, and leading high-visibility customer events. Strong market intelligence gathering and analysis skills are essential.
The ideal candidate is deeply customer-centric, passionate about AI and its potential to benefit humanity, and excited about building scalable systems and processes. You thrive on solving novel, multidimensional challenges and think strategically about go-to-market approaches on a multi-year horizon.
