Account Director, Large Enterprise

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 up of Sales, Solutions, Support, Marketing, and Partnership professionals who work together to bring AI to as many users as possible.

About the role

Our Sales team helps customers understand how highly capable AI can transform their businesses. As an Account Director, Large Enterprise, you’ll work with some of our largest accounts across a variety of industries, winning new business and expanding adoption within existing customers.

This role combines technical understanding, executive engagement, and ownership of complex enterprise sales. You’ll create demand, develop opportunities, and lead deals from initial engagement through negotiation, deployment, and expansion. You’ll help executives move from curiosity about AI to a clear understanding of how it can change the way their businesses operate—and build a practical path to realizing that value.

We’re looking for someone with a hunter mentality who takes initiative and creates momentum. You’re comfortable opening doors, building relationships across business units, and bringing commercial and technical stakeholders together around an enterprise transformation strategy. Success means both winning business and helping customers turn their commitments into sustained adoption and consumption.

This role can be based in our San Francisco, New York City or Seattle offices. We are also considering applications to work remotely from within the U.S. 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:

- 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.

We’re seeking someone with experience including:

- 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.

You might thrive in this role if you:

- Have a hunter mentality. You seek out opportunities, open doors, and build demand. You’re motivated by winning new customers and uncovering new opportunities within established accounts.

- Take ownership. You drive progress at every stage of a deal. You set clear next steps, bring the right people together, and stay accountable when decisions are difficult or the path forward is unclear.

- Can guide an executive journey. You meet leaders where they are, challenge their thinking thoughtfully, and help them develop a concrete vision for how AI can transform their business.

- Are customer-centric and commercially driven. You connect customer outcomes to durable growth. You pursue opportunities where our technology can deliver meaningful value and stay engaged as customers move from purchase to adoption.

- Are technically curious. You enjoy understanding complex products and can explain their capabilities, limitations, and business implications to both technical and nontechnical audiences.

- Think across the enterprise. You see connections between business units, build relationships across functions, and turn an initial use case into a broader strategy for adoption.

- Are a builder. You thrive in a high-ownership environment, make sound decisions with incomplete information, and help establish the practices that allow a growing team to succeed.

- Have a passion or deep curiosity for artificial intelligence. You’re excited to help customers deploy AI thoughtfully and realize its potential to benefit their businesses and users.

About OpenAI

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. 

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.

For additional information, please see OpenAI’s Affirmative Action and Equal Employment Opportunity Policy Statement https://cdn.openai.com/policies/eeo-policy-statement.pdf.

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.

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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.