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About the Role

As an Account Director, Large Enterprise, you will work with some of our largest accounts across various industries, focusing on winning new business and expanding adoption within existing customers. This role requires a blend of technical understanding, executive engagement, and ownership of complex enterprise sales to create demand, develop opportunities, and lead deals from initial engagement through negotiation, deployment, and expansion. You will guide executives in understanding AI's transformative potential and establishing a practical path to value realization.

Responsibilities

Own a portfolio of large enterprise accounts across industries, developing account strategies that drive new business, enterprise adoption, and expansion.
Create demand through proactive prospecting, executive outreach, and a deep understanding of each customer’s business priorities.
Own complex deals end to end, including opportunity development, qualification, business case creation, technical evaluation, negotiation, and close.
Help senior executives understand AI’s potential to transform their business, identify priorities, and build alignment around a roadmap for investment and deployment.
Build relationships across business units and functions, connecting executive sponsors, business leaders, technical teams, and procurement to advance shared goals.
Partner with solutions engineering to translate complex technical capabilities into customer programs with measurable business outcomes.
Win initial deployments and expand successful use cases across teams, business units, and geographies.
Own a consumption revenue target, partnering across the customer lifecycle to turn signed agreements into production usage and sustained growth.
Maintain rigorous account plans, opportunity management, and revenue forecasts, taking responsibility for moving opportunities forward and resolving obstacles.
Bring customer and market insights to product, engineering, and GTM teams to inform our roadmap and approach to enterprise customers.
Help build the processes, practices, and culture of a growing, high-ownership sales organization.

Requirements

14+ years selling complex platform-as-a-service and/or software-as-a-service products to large enterprise customers.
Demonstrated success winning new customers and expanding existing accounts.
Generating pipeline and creating demand through proactive account development, including opportunities where the customer has not yet defined a project or allocated budget.
Designing and executing complex deal strategies with multiple decision-makers, technical requirements, and procurement processes.
Selling across business units and functions, building support beyond a single buyer, team, or use case.
Working directly with C-level executives to connect technology investments to business strategy, operational change, and measurable value.
Selling technically complex products in close partnership with engineering and solutions teams.
Leading enterprise transformation opportunities from early discovery through deployment, adoption, and expansion.
Managing consumption-based revenue models, including forecasting usage, driving adoption, and identifying opportunities for growth.
Succeeding in fast-growing environments that require independent judgment, initiative, and accountability.

Skills

Hunter mentality
Takes ownership
Guides executive journey
Customer-centric
Commercially driven
Technically curious
Thinks across the enterprise
Builder mentality
Passion for artificial intelligence

Location

San Francisco
New York City
Seattle
Remote (U.S.)

Work Type

Hybrid
Remote

Experience Level

14+ years

Benefits

Relocation assistance

About the Company

OpenAI's mission is to build safe artificial general intelligence (AGI) which benefits all of humanity.
OpenAI is an AI research and deployment company dedicated to ensuring that general-purpose artificial intelligence benefits all of humanity.
We push the boundaries of the capabilities of AI systems and seek to safely deploy them to the world through our products.
AI is an extremely powerful tool that must be created with safety and human needs at its core, and to achieve our mission, we must encompass and value the many different perspectives, voices, and experiences that form the full spectrum of humanity.
At OpenAI, we believe artificial intelligence has the potential to help people solve immense global challenges, and we want the upside of AI to be widely shared.
Join us in shaping the future of technology.

Equal Opportunity

We are an equal opportunity employer, and we do not discriminate on the basis of race, religion, color, national origin, sex, sexual orientation, age, veteran status, disability, genetic information, or other applicable legally protected characteristic.
Background checks for applicants will be administered in accordance with applicable law, and qualified applicants with arrest or conviction records will be considered for employment consistent with those laws, including the San Francisco Fair Chance Ordinance, the Los Angeles County Fair Chance Ordinance for Employers, and the California Fair Chance Act, for US-based candidates.
For unincorporated Los Angeles County workers: we reasonably believe that criminal history may have a direct, adverse and negative relationship with the following job duties, potentially resulting in the withdrawal of a conditional offer of employment: protect computer hardware entrusted to you from theft, loss or damage; return all computer hardware in your possession (including the data contained therein) upon termination of employment or end of assignment; and maintain the confidentiality of proprietary, confidential, and non-public information. In addition, job duties require access to secure and protected information technology systems and related data security obligations.
We are committed to providing reasonable accommodations to applicants with disabilities, and requests can be made via this link.