About the RoleWe 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.
