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Account Director, Cyber

OpenAI· Go To Market
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San Francisco$200kFull-timePosted 1w ago

About the role

Account Director, Large Enterprise — Cybersecurity, responsible for winning new business and expanding adoption within large cybersecurity enterprise accounts, applying AI across security products and workflows, and driving end-to-end deals from engagement to deployment and expansion.

Responsibilities

  • Own a portfolio of large enterprise cybersecurity accounts, developing strategies that drive new business, enterprise adoption, and expansion.
  • Create demand through proactive prospecting, executive outreach, and understanding of customer’s business strategy, product roadmap, and security priorities.
  • Own complex deals end to end, including opportunity development, qualification, business case creation, technical evaluation, negotiation, and close.
  • Help executives identify opportunities to apply AI across cybersecurity products and workflows (e.g., security operations, threat analysis, incident response, security engineering) in partnership with technical specialists.
  • Build relationships across security, engineering, product, business operations, and procurement teams to align stakeholders around shared goals.
  • Partner with solutions engineering to translate technical capabilities into customer programs with measurable outcomes.
  • Navigate customer requirements around data privacy, sensitive security information, governance, and deployment with appropriate partners.
  • Win initial deployments and expand successful use cases across teams, units, and geographies.
  • Own a consumption revenue target and drive production usage and sustained growth.
  • Maintain rigorous account plans, opportunity management, and revenue forecasts; advance opportunities and resolve obstacles.
  • Provide customer and market insights to Product, Engineering, and GTM teams to inform roadmap and approach.
  • Help build processes, practices, and culture of a growing sales organization.

Qualifications

  • 14+ years selling complex platform-as-a-service and/or software-as-a-service products to large enterprise customers, with substantial experience in cybersecurity.
  • Demonstrated success winning new customers and expanding existing accounts within the cybersecurity ecosystem.
  • Strong understanding of cybersecurity buyers, enterprise security workflows, and commercial priorities of cybersecurity companies.
  • Experience generating pipeline and creating demand through proactive account development, including opportunities without defined projects or budgets.
  • Experience designing and executing complex deal strategies with multiple decision-makers, requirements, security reviews, and procurement processes.
  • Experience selling across business units and functions; building support beyond a single buyer, team, or use case.
  • Experience working directly with C-level executives (CISOs, CIOs, CTOs) to connect technology investments to business strategy and measurable value.
  • Experience selling technically complex products in close partnership with engineering and solutions teams.
  • Experience navigating enterprise data security, privacy, governance, and risk management requirements.
  • Experience leading enterprise transformation opportunities from discovery through deployment, adoption, and expansion.
  • Experience managing consumption-based revenue models, including forecasting usage and driving adoption.

Skills

Required:Enterprise cybersecurity salesExecutive engagementSolution selling / cross-functional collaborationData privacy, governance, and securityConsumption-based revenue management

Benefits

  • Medical, dental, and vision insurance for you and your family with employer contributions to Health Savings Accounts
  • Pre-tax Health FSA, Dependent Care FSA, and commuter accounts
  • 401(k) retirement plan with employer match
  • Paid parental leave (up to 24 weeks for birth parents and 20 weeks for non-birth 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 additional paid company office closures, 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
  • Relocation support for eligible employees
  • Additional taxable fringe benefits (e.g., charitable donation matching, wellness stipends)
  • Details available during hiring process
Last updated Oct 15, 2026. Interested? Apply on the company site.

About OpenAI

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