Account Director, Media
OpenAIRole Description & Requirements
About the Team
OpenAI's Go-To-Market team helps organizations understand, adopt, and scale the use of advanced AI across their businesses. Our team brings together Sales, Solutions, Customer Success, Marketing, Partnerships, and other cross-functional leaders to support customers in deploying AI responsibly and delivering meaningful business outcomes.
About the Role
As an Account Director focused on Media, you will lead relationships with a select portfolio of the largest and most strategically important media, entertainment, publishing, streaming, and digital content companies. You will help these organizations apply OpenAI's technology to transform content creation, audience engagement, advertising, personalization, customer experience, employee productivity, and new AI-powered products and services.
This role combines deep enterprise sales experience, executive relationship management, media industry knowledge, and technical fluency. You will work across complex, highly matrixed organizations to identify strategic opportunities, build alignment with senior decision-makers, and lead enterprise-wide adoption of OpenAI's products.
You will own the full customer lifecycle, from strategic account planning and opportunity development through negotiation, deployment, consumption growth, and long-term expansion. In close partnership with Solutions, Product, Engineering, Research, and other internal teams, you will help shape OpenAI's media go-to-market strategy and establish durable relationships with some of the industry's most influential companies.
In this role, you will:
Manage a small portfolio of large, strategic media accounts and develop comprehensive, multiyear account plans.
Build and maintain executive relationships with C-level and senior business leaders across technology, digital, editorial, content, advertising, audience development, product, data, and AI.
Lead complex, enterprise-wide sales cycles involving multiple stakeholders, business units, procurement teams, legal teams, and technical decision-makers.
Identify high-impact AI opportunities across content workflows, editorial operations, advertising, audience insights, personalization, customer care, enterprise knowledge, software engineering, and employee productivity.
Help customers develop and commercialize AI-powered offerings for consumers, advertisers, creators, subscribers, and enterprise partners.
Partner with Solutions, Product, Engineering, and Research teams to design customer programs, demonstrate business value, and support successful deployment.
Own revenue and consumption targets, maintain an accurate forecast, and drive sustained platform adoption.
Expand OpenAI's presence across brands, subsidiaries, geographies, business units, and strategic initiatives within assigned accounts.
Navigate customer requirements related to security, privacy, data governance, intellectual property, content rights, and responsible AI deployment.
Develop executive business cases that connect AI adoption to measurable customer outcomes, including revenue growth, audience engagement, subscriber retention, advertising performance, operational efficiency, and content velocity.
Bring insights from the media market into OpenAI's product roadmap, industry strategy, and account planning.
Collaborate with Marketing, Communications, Partnerships, Finance, Legal, and Business Operations to advance strategic customer relationships.
Contribute to the development of a repeatable media sales motion and help build OpenAI's industry presence.
We're seeking someone with experience including:
14+ years of enterprise sales experience selling AI, cloud, SaaS, PaaS, data, advertising technology, or other complex technology solutions to large enterprise customers.
Demonstrated success managing and expanding relationships with major media, entertainment, publishing, streaming, advertising, or digital content companies.
A consistent track record of meeting or exceeding annual revenue targets of $2 million or more.
Experience leading large, complex, multiyear enterprise sales cycles and negotiating strategic commercial agreements.
Established ability to build trusted relationships with CIOs, CTOs, chief digital officers, chief data and AI officers, chief product officers, content leaders, advertising leaders, and audience or subscription executives.
Strong understanding of the media industry, including content production and distribution, streaming and subscription models, advertising, audience development, personalization, digital transformation, and competitive dynamics.
Experience developing account strategies across highly matrixed, multinational organizations with multiple brands or business lines.
Comfort discussing AI, enterprise architecture, cloud platforms, data security, content workflows, and technical implementation with both executive and technical audiences.
Strong consultative selling, account planning, negotiation, and forecasting skills.
A demonstrated ability to translate emerging technology into measurable business outcomes.
Enthusiasm for helping large organizations deploy AI safely and responsibly at scale.
You might thrive in this role if you:
Enjoy owning a small number of highly strategic, high-impact accounts.
Know how to create executive alignment across organizations with competing priorities.
Can connect long-term media transformation to immediate, actionable customer opportunities.
Are energized by building an industry-specific sales motion in an evolving market.
Bring equal parts commercial discipline, curiosity, and technical fluency.
Are passionate about the potential for AI to reshape how media companies create, distribute, monetize, and personalize content.
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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