Account Director, Digital Natives & Startups - Japan

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 new business 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 Tokyo. 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:

- Build and manage a pipeline of new business opportunities

- Lead our enterprise prospects’ journeys from consideration to successful deployment

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

- Own a consumption revenue target

- Analyze opportunity metrics to create reports and provide insights to internal 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:

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

- Achieving revenue targets >$1M per year for more than 3 years

- Managing and executing complex sales cycles with enterprise customers

- Closing deals with fast-growing, high-performance companies

- Working directly with c-level executives

- Communicating technical concepts to customers and internal stakeholders

- Leading high-visibility customer events (CAB, conferences, product launches, etc.)

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

You might thrive in this role if you:

- Are customer-centric. You are motivated to deeply understand your customer’s priorities and help them achieve their vision for using our models to improve their products and services. You build strong relationships w