Account Director, Tech

Job description

ABOUT THE TEAM OpenAI’s mission is to ensure that artificial general intelligence benefits all of humanity. Our Go-to-Market team helps organizations understand, adopt, and deploy OpenAI’s technology to solve meaningful business challenges and create lasting value. The Technology team works with leading software, internet, cloud, infrastructure, cybersecurity, semiconductor, and digital-native companies as they build new AI-powered products, transform internal operations, and rethink how they serve their customers. We partner with executives, product leaders, engineers, and go-to-market teams to help organizations integrate OpenAI’s capabilities into their products and businesses responsibly and at scale. The team collaborates closely with Solutions Engineering, Customer Success, Product, Research, Partnerships, Marketing, and Operations to turn customer priorities into successful, durable deployments. ABOUT THE ROLE We are looking for an experienced Account Director, Tech to help build and grow OpenAI’s business across the technology industry. You will own relationships with a portfolio of strategic technology companies, helping executive, product, and technical leaders understand how OpenAI’s products can accelerate innovation, improve productivity, and create differentiated customer experiences. You will be responsible for developing account strategies, creating qualified pipeline, navigating complex enterprise sales cycles, and expanding adoption across products, teams, and use cases. This role requires a combination of enterprise sales leadership, technical fluency, commercial judgment, and the ability to operate credibly with both business and engineering stakeholders. You should be comfortable engaging with customers that have sophisticated technical environments, rapidly evolving AI strategies, and high expectations for product performance, security, reliability, and scale. Success in this role will be measured by revenue growth, depth of customer adoption, strength of executive relationships, and your ability to help technology companies build with and deploy OpenAI’s products successfully and responsibly. IN THIS ROLE, YOU WILL - Own and grow a portfolio of strategic technology accounts, with responsibility for pipeline creation, revenue, customer adoption, and long-term expansion. - Develop comprehensive account strategies aligned with each customer’s business priorities, product roadmap, technical architecture, and AI ambitions. - Build trusted relationships with senior executives and leaders across product, engineering, data, AI and machine learning, infrastructure, security, finance, procurement, and go-to-market functions. - Help customers identify and prioritize high-value opportunities to embed OpenAI’s capabilities into customer-facing products, developer platforms, and internal workflows. - Lead complex enterprise sales cycles from initial discovery and technical evaluation through commercial agreement, deployment, and expansion. - Create demand within strategic accounts by connecting OpenAI’s capabilities to new products, revenue opportunities, operational improvements, and competitive differentiation. - Partner closely with Solutions Engineering and customer technical teams to evaluate architectures, address implementation requirements, and support secure, scalable deployments. - Work with Customer Success to develop adoption plans, measure customer outcomes, and expand successful use cases across the organization. - Navigate sophisticated commercial conversations involving usage-based business models, enterprise agreements, security requirements, procurement processes, and multi-year commitments. - Coordinate with Product and Research teams to represent customer needs, communicate product feedback, and provide insight into emerging industry trends. - Collaborate across Partnerships, Legal, Finance, Marketing, and Operations to remove obstacles and deliver a strong customer experience. - Maintain operational discipline across account planning, forecasting, pipeline management, executive communication, and internal stakeholder alignment. - Share repeatable sales motions, customer insights, and market intelligence that help shape OpenAI’s broader technology industry strategy. - Represent OpenAI externally at customer meetings, executive briefings, and relevant industry events. YOU MIGHT THRIVE IN THIS ROLE IF YOU - Have significant experience selling enterprise software, cloud, infrastructure, data, developer, cybersecurity, or AI solutions to large technology companies. - Have consistently met or exceeded ambitious revenue targets while managing complex, strategic accounts. - Understand how technology companies evaluate, build, launch, and scale new products. - Can engage credibly with technical audiences while translating complex capabilities into clear business value for executive stakeholders. - Have experience developing new opportunities within sophisticated accounts rather than relying solely on an established pipeline. - Are comfortable navigating conversations involving product architecture, APIs, data strategy, security, governance, infrastructure, and technical implementation. - Have experience leading complex sales processes involving product, engineering, security, legal, procurement, finance, and executive decision-makers. - Can build strong relationships with C-level leaders while developing broad stakeholder support throughout a customer organization. - Bring a consultative approach and can help customers shape their AI strategy rather than simply respond to defined requirements. - Are comfortable operating in an evolving market where customer needs, product capabilities, and competitive dynamics change quickly. - Demonstrate strong judgment, attention to detail, and operational rigor across forecasting, deal strategy, and account prioritization. - Are energized by building new markets, developing repeatable commercial motions, and helping define how te