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Account Director, Large Enterprise

OpenAI· Go To Market
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Hybrid (San Francisco), Hybrid (New York City), Hybrid (Seattle)$189k - $200k + equity + bonusFull-timePosted 4w ago

About the role

Account Director responsible for managing a portfolio of large enterprise accounts, driving new business, expansion, and adoption of OpenAI’s AI products. Combines executive engagement, technical understanding, and end-to-end deal ownership in a hybrid, multi-city setting.

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 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, turning signed agreements into production usage and sustained growth.
  • Maintain rigorous account plans, opportunity management, and revenue forecasts, moving opportunities forward and resolving obstacles.
  • Provide customer and market insights to product, engineering, and GTM teams to inform roadmap and approach to enterprise customers.
  • Help build processes, practices, and culture of a growing, high-ownership sales organization.

Qualifications

  • 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.
  • Experience generating pipeline and creating demand through proactive account development, including opportunities where the customer has not yet defined a project or allocated budget.
  • Ability to design and execute 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.
  • Experience 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 requiring independent judgment, initiative, and accountability.

Skills

Required:Account managementStrategic sales / complex deal leadershipExecutive engagementSolution selling with engineering collaborationForecasting and revenue planning

Benefits

  • Medical, dental, and vision insurance for you and your family, with employer contributions to Health Savings Accounts
  • Pre-tax accounts for Health FSA, Dependent Care FSA, and commuter expenses
  • 401(k) retirement plan with employer match
  • Paid parental leave (up to 24 weeks for birth parents and 20 weeks for non-birthing parents), plus paid medical and caregiver leave (up to 8 weeks)
  • Paid time off: flexible PTO for exempt employees and up to 15 days annually for non-exempt employees
  • 13+ paid company holidays, and multiple paid coordinated company office closures throughout the year for focus and recharge, plus paid sick or safe time
  • Mental health and wellness support
  • Employer-paid basic life and disability coverage
  • Annual learning and development stipend
  • Daily meals in offices, and meal delivery credits as eligible
  • Relocation assistance for eligible employees
  • Additional taxable fringe benefits, such as charitable donation matching and wellness stipends
Last updated Oct 22, 2026. Interested? Apply on the company site.

About OpenAI

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