Senior Account Based Management Strategist

About the Team The B2B Marketing team is responsible for helping businesses understand, adopt, and get value from OpenAI’s products. B2B marketing is a major and growing priority for OpenAI as we scale our work with companies, developers, and institutions around the world. Within B2B Marketing, Demand Generation builds the integrated, full-funnel engine that connects audience insights, content, field and digital experiences, paid media, lifecycle, and sales follow-through to qualified pipeline. We partner closely with Sales, Partnerships, Product Marketing, Communications, Creative, Web, RevOps, Analytics, and regional teams to create a cohesive customer experience and scale what works. About the Role We’re looking for a Senior ABM Strategist to build and lead the operating model for OpenAI’s highest-priority enterprise accounts. You’ll translate commercial priorities into focused 1:1 and 1 account programs, align Marketing and Sales around shared account plans, and orchestrate buying-group engagement across channels. This is a hands-on builder role for someone who can define the strategy, establish the system, and work directly with cross-functional partners to move strategic accounts toward qualified pipeline and revenue. In this role, you will: Own the enterprise ABM strategy, including account selection, tiering, objectives, program architecture, investment decisions, and performance recommendations. Partner with Sales, SDR, and RevOps to build shared account plans, map buying groups, identify whitespace, define engagement plays, and establish clear follow-up ownership. Design and execute 1:1 and 1 programs across content, paid media, executive engagement, events and webinars, web experiences, outbound coordination, and other relevant channels. Use intent, product, firmographic, engagement, and seller signals to determine when and how to activate priority accounts. Translate account and buyer insights into personalization strategies, offers, messaging, and content briefs in partnership with Product Marketing, Content, Creative, and channel teams. Establish account-level measurement with Analytics and RevOps across buying-group coverage, engagement, opportunity creation, pipeline, velocity, and revenue impact. Build reusable ABM playbooks, governance, operating rhythms, and decision frameworks that enable the motion to scale across products, industries, and account cohorts. Develop a point of view on how AI can responsibly improve account research, orchestration, personalization, analysis, and execution while maintaining strong human judgment and quality. You might thrive in this role if you have: 10+ years of experience doing B2B enterprise marketing experience, with deep ownership of account-based marketing or enterprise demand generation programs in a complex sales environment. A track record of creating qualified pipeline and advancing strategic accounts through 1:1 and 1 motions—not simply generating engagement. Strong understanding of buying groups, account planning, intent and engagement signals, sales orchestration, integrated campaigns, and account-level measurement. Demonstrated ability to influence and align senior Sales, SDR, RevOps, Marketing, and GTM partners without relying on formal authority. Strong analytical judgment, with the ability to distinguish signal from noise, diagnose performance, and translate insights into clear investment and execution decisions. Exceptional written and verbal communication skills, with the ability to make complex strategies concrete for executives and operators. Comfort operating in ambiguity, moving from zero to one, and staying close to execution while building scalable systems. Genuine curiosity about AI and how it will reshape enterprise work, buying behavior, and modern go-to-market teams. Workplace & Location This role is based in San Francisco, CA. We use a hybrid work model of 3 days in the office per week and offer relocation assistance to new employees. Occasional t