Account Director, Digital Natives Growth

About the team

OpenAI’s mission is to build safe artificial general intelligence (AGI) which benefits all of humanity. This long-term undertaking brings the world’s best scientists, engineers, and business professionals into one lab together to accomplish this.

In pursuit of this mission, our Go To Market (GTM) team is responsible for helping customers learn how to leverage and deploy our highly capable AI products across their business. The team is made of Sales, Solutions, Support, Marketing, and Partnership professionals that work together to create valuable solutions that will help bring AI to as many users as possible.

About the role

Our Sales team has a unique mission to help customers understand the deep impact that highly capable AI models can bring to their business and users. This role is a mixture of technical understanding, vision, partnership, and value-driven strategy.

You’ll be a key driver of opportunities through the entire sales cycle, from pipeline generation to closure. You’ll work with researchers, engineers, and solution strategists to help customers evolve their industry with AI.

This role is based in San Francisco, CA. We use a hybrid work model of 3 days in the office per week and offer relocation assistance to new employees.

In this role, you'll:

- Manage a portfolio of customer accounts, developing and executing strategies for a comprehensive account plan

- Support your customer accounts from initial engagement to successful deployment, expansion, and through to renewal

- Develop new and existing accounts through pipeline generation, discovery, evaluation, and successful adoption

- Partner with solutions and research engineering to build and execute complex customer programs and projects

- Own a revenue target

- Manage revenue forecasts

- Analyze key account metrics to create reports and provide insights to internal and external stakeholders

- Closely monitor the industry landscape (people, competitors, partners, etc.) to contribute to product roadmap and other corporate strategies

- Collaborate with solutions, marketing, communications, business operations, people operations, finance, product management, and engineering

- Support the recruitment and onboarding of other teammates

- Support the development of company culture

We're seeking someone with experience including:

- 8+ years selling and renewing platform-as-a-service and/or software-as-a-service

- Managing and growing customer relationships across the full lifecycle

- Developing accounts from early sales stages through successful deployment

- Designing and executing complex deal strategies

- Working directly with c-level executives

- Communicating technical concepts to customers and internal stakeholders

- Gathering, distilling, and processing complex market, industry, competitor, customer, and prospect intelligence

You might thrive in this role if you:

- Are customer-centric. You are motivated to deeply understand