OpenAI

Account Director, Professional Services

OpenAI • $150K — $200K *
San Francisco, CA 94112In-Person
Business Services
11 - 15 years of experience
Today
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Job Overview by Ladders

Qualifications

  • 14+ years in enterprise sales for PaaS, SaaS, cloud, or AI solutions
  • Proven track record of exceeding $2M annual revenue targets
  • Experience with complex, multi-year sales cycles involving executives
  • Familiarity with professional services landscape including consulting and IT services
  • Ability to build executive relationships with C-level stakeholders
  • Strong consultative selling and negotiation skills
  • Comfort discussing AI and digital transformation with technical audiences

Responsibilities

  • Manage strategic Professional Services accounts with growth plans
  • Build relationships with consulting and technology leadership
  • Guide customers through their AI adoption journey
  • Collaborate on designing enterprise AI programs
  • Achieve consumption revenue targets and foster platform adoption
  • Forecast consumption revenue accurately
  • Identify new opportunities for OpenAI in the market
  • Analyze account metrics for strategic insights
  • Stay updated on consulting trends and AI initiatives
  • Collaborate with cross-functional teams and support team development

Benefits

  • Hybrid work model with 3 office days per week
  • Relocation assistance for new hires
  • Openness to US-based remote work
Full Job Description
About the role
  • Our Sales team has a unique mission to help customers understand the deep impact that highly capable AI models can bring to their business and clients. As an Account Director focused on Professional Services, you will partner with leading global consulting firms, systems integrators, IT services providers, and business process outsourcing organizations to help them transform how they deliver services, increase workforce productivity, accelerate software development, and build AI-powered offerings for their clients.
  • This role is a mixture of technical understanding, executive engagement, strategic partnership, and value-driven selling. You'll work closely with customer executives to identify high-impact AI opportunities across consulting, delivery, engineering, operations, and managed services while collaborating internally with researchers, engineers, and solution strategists to bring these capabilities to market.
  • You'll be a key driver of opportunities through the entire sales cycle, from pipeline generation to closure, helping some of the world's largest professional services organizations reimagine how work is delivered with AI.
  • This role is based in San Francisco or New York City. We use a hybrid work model of 3 days in the office per week and offer relocation assistance to new employees. We are open to US-based remote candidates.

In this role, you'll:
  • Manage a small number of strategic Professional Services accounts, developing and executing comprehensive account plans to drive long-term growth.
  • Build executive relationships across consulting, technology, delivery, and innovation leadership teams.
  • Lead enterprise customers through their AI adoption journey, from initial strategy through successful deployment and expansion.
  • Partner with Solutions, Research Engineering, and Product teams to design and execute complex enterprise AI programs
  • - Own a consumption revenue target and drive long-term platform adoption across global organizations.
  • Develop and manage accurate consumption revenue forecasts
  • Identify opportunities to expand OpenAI's footprint through new business units, geographies, service lines, and AI-powered client offerings.
  • Analyze key account metrics to create reports and provide strategic insights to internal and external stakeholders.
  • Stay informed on the Professional Services landscape-including consulting trends, AI transformation initiatives, competitive dynamics, and strategic partnerships-to influence OpenAI's product roadmap and go-to-market strategy.
  • Collaborate cross-functionally with Solutions, Marketing, Communications, Business Operations, Finance, Product Management, Engineering, and Research.
  • Support the recruitment and onboarding of new teammates.
  • Contribute to the continued development of OpenAI's culture.

We're seeking someone with experience including:
  • 14+ years of enterprise sales experience selling platform-as-a-service (PaaS), software-as-a-service (SaaS), cloud, or AI solutions to large Professional Services organizations.
  • A consistent track record of exceeding annual revenue targets greater than $2M for multiple years.
  • Experience managing complex, multi-year enterprise sales cycles with executive-level stakeholders.
  • Demonstrated success selling into global consulting firms, systems integrators, IT services providers, managed services organizations, or business process outsourcing companies.
  • Experience navigating highly matrixed organizations and building relationships across business, technology, and delivery organizations.
  • Ability to develop executive relationships with C-level leaders responsible for digital transformation, technology strategy, AI, innovation, and consulting practices.
  • Strong consultative selling, negotiation, and account planning skills.
  • Comfort discussing AI, cloud technologies, enterprise software architectures, and digital transformation initiatives with technical and business audiences.
  • A passion for emerging AI technologies and helping customers fundamentally transform how they operate and deliver value to their clients.

About OpenAI

OpenAI is an artificial intelligence research laboratory consisting of the for-profit corporation OpenAI LP and its parent company, the non-profit OpenAI Inc. The company was founded in 2015 by a group of technology leaders, including Elon Musk, Sam Altman, Greg Brockman, Ilya Sutskever, and John Schulman. OpenAI's mission is to develop and promote friendly AI for the betterment of humanity. The company has developed a number of cutting-edge AI technologies, including GPT-3, a language processing system that can generate human-like text. OpenAI has received funding from a number of high-profile investors, including LinkedIn co-founder Reid Hoffman and venture capitalist Peter Thiel.
Learn more about OpenAI
Size
100 employees
Industry
Information Technology
Founded
2015
* Ladders Estimates

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