Account Director, Large Enterprise

About the team OpenAI’s mission is to build safe artificial general intelligence (AGI) which benefits all of humanity. This long-term undertaking brings the world’s best scientists, engineers, and business professionals into one lab together to accomplish this. In pursuit of this mission, our Go To Market (GTM) team is responsible for helping customers learn how to leverage and deploy our highly capable AI products across their business. The team is made up of Sales, Solutions, Support, Marketing, and Partnership professionals who work together to bring AI to as many users as possible. About the role Our Sales team helps customers understand how highly capable AI can transform their businesses. As an Account Director, Large Enterprise, you’ll work with some of our largest accounts across a variety of industries, winning new business and expanding adoption within existing customers. This role combines technical understanding, executive engagement, and ownership of complex enterprise sales. You’ll create demand, develop opportunities, and lead deals from initial engagement through negotiation, deployment, and expansion. You’ll help executives move from curiosity about AI to a clear understanding of how it can change the way their businesses operate—and build a practical path to realizing that value. We’re looking for someone with a hunter mentality who takes initiative and creates momentum. You’re comfortable opening doors, building relationships across business units, and bringing commercial and technical stakeholders together around an enterprise transformation strategy. Success means both winning business and helping customers turn their commitments into sustained adoption and consumption. This role can be based in our San Francisco, New York City or Seattle offices. We are also considering applications to work remotely from within the U.S. We use a hybrid work model of 3 days in the office per week and offer relocation assistance to new employees. In this role, you’ll: Own a portfolio of large enterprise accounts across industries, developing account strategies that drive new business, enterprise adoption, and expansion. Create demand through proactive prospecting, executive outreach, and a deep understanding of each customer’s business priorities. Own complex deals end to end, including opportunity development, qualification, business case creation, technical evaluation, negotiation, and close. Help senior executives understand AI’s potential to transform their business, identify priorities, and build alignment around a roadmap for investment and deployment. Build relationships across business units and functions, connecting executive sponsors, business leaders, technical teams, and procurement to advance shared goals. Partner with solutions engineering to translate complex technical capabilities into customer programs with measurable business outcomes. Win initial deployments and expand successful use cases across teams, business units, and geographies. Own a consumption revenue target, partnering across the customer lifecycle to turn signed agreements into production usage and sustained growth. Maintain rigorous account plans, opportunity management, and revenue forecasts, taking responsibility for moving opportunities forward and resolving obstacles. Bring customer and market insights to product, engineering, and GTM teams to inform our roadmap and approach to enterprise customers. Help build the processes, practices, and culture of a growing, high-ownership sales organization. We’re seeking someone with experience including: 14+ years selling complex platform-as-a-service and/or software-as-a-service products to large enterprise customers. Demonstrated success winning new customers and expanding existing accounts. Generating pipeline and creating demand through proactive account development, including opportunities where the customer has not yet defined a project or allocated budget. Designing and executing complex deal