Account Director, Commercial
OpenAIRole Description & Requirements
About the Team
The Commercial Sales team helps growing businesses adopt OpenAI’s products and translate emerging AI capabilities into meaningful business outcomes. We work with customers across industries and use cases, helping them evaluate, deploy, and expand their use of ChatGPT and the OpenAI API.
Our team partners closely with Growth, Product, Finance, Legal, Revenue Operations, and other cross-functional teams to create a high-quality customer experience and build a scalable commercial sales motion.
About the Role
We are looking for an Account Director to own customer relationships and the commercial process across the SMB segment, from initial discovery through close and expansion.
This is a fast-moving, high-ownership role that combines consultative selling, technical curiosity, and disciplined execution. You will build and manage pipeline, help customers connect their business priorities to OpenAI’s products, and navigate technical, commercial, and executive stakeholders throughout the buying process.
You will also play an important role in shaping how OpenAI serves commercial customers by sharing market insights, improving our sales motion, and helping the team build repeatable approaches that support responsible and successful adoption.
This role is based in New York NY. We use a hybrid work model of 3 days in the office per week and offer relocation assistance to new employees. Occasional travel will be required.
In this role, you will:
Own commercial opportunities from qualification through close, onboarding, and expansion.
Build and manage a healthy pipeline across inbound, outbound, and existing customer opportunities.
Lead thoughtful discovery conversations and translate customer priorities into compelling use cases for ChatGPT and the OpenAI API.
Develop trusted relationships with business, technical, and executive stakeholders throughout the customer organization.
Navigate complex commercial processes in partnership with internal teams, including Product, Finance, Legal, Growth, and Revenue Operations.
Maintain accurate pipeline and forecasts while consistently working toward revenue and adoption goals.
Identify expansion opportunities and develop account strategies that increase the value customers realize from OpenAI’s products.
Bring customer and market insights back to the organization to help improve our products, programs, and SMB sales motion.
Contribute to the systems, processes, and playbooks needed to scale a high-performing commercial sales organization.
You might thrive in this role if you:
Have 5+ years of relevant software sales experience, and at least 3+ years of closing experience, including ownership of SMB, mid-market, or commercial sales cycles.
Have a demonstrated track record of meeting or exceeding revenue targets.
Bring strong discovery, qualification, pipeline-generation, and account-planning skills.
Can communicate the value of complex technical products clearly and credibly to both business and technical audiences.
Build trust with senior executives and are comfortable navigating conversations with C-suite stakeholders.
Are deeply customer-centric and motivated to understand customers’ priorities, challenges, and vision for adopting AI.
Operate with high ownership and sound judgment in fast-moving, ambiguous environments.
Are a builder who enjoys developing new systems, processes, and ways of working, then executing them with precision.
Approach unfamiliar or multidimensional problems with curiosity and energy.
Are willing to experiment, learn quickly, and adapt your approach based on customer and market feedback.
Bring exceptional communication, collaboration, and organizational skills.
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.
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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