Account Director, Retail

Compensation

Estimated OTE $430K – $480K • Offers Equity • Offers Commission

The base pay offered may vary depending on multiple individualized factors, including market location, job-related knowledge, skills, and experience. If the role is non-exempt, overtime pay will be provided consistent with applicable laws. In addition to the salary range listed above, total compensation also includes generous equity, performance-related bonus(es) for eligible employees, and the following benefits.

• Medical, dental, and vision insurance for you and your family, with employer contributions to Health Savings Accounts
• Pre-tax accounts for Health FSA, Dependent Care FSA, and commuter expenses (parking and transit)
• 401(k) retirement plan with employer match
• Paid parental leave (up to 24 weeks for birth parents and 20 weeks for non-birthing parents), plus paid medical and caregiver leave (up to 8 weeks)
• Paid time off: flexible PTO for exempt employees and up to 15 days annually for non-exempt employees
• 13+ paid company holidays, and multiple paid coordinated company office closures throughout the year for focus and recharge, plus paid sick or safe time (1 hour per 30 hours worked, or more, as required by applicable state or local law)
• Mental health and wellness support
• Employer-paid basic life and disability coverage
• Annual learning and development stipend to fuel your professional growth
• Daily meals in our offices, and meal delivery credits as eligible
• Relocation support for eligible employees
• Additional taxable fringe benefits, such as charitable donation matching and wellness stipends, may also be provided.

About the Team

OpenAI’s mission is to ensure that artificial general intelligence benefits all of humanity. The Go-to-Market team helps organizations understand, adopt, and deploy OpenAI’s technology to solve meaningful business challenges and create lasting value.

Our Retail team partners with leading retailers and consumer brands as they rethink how they engage customers, empower employees, and operate their businesses with AI. We work closely with leaders across merchandising, e-commerce, marketing, customer service, store operations, supply chain, technology, and data to identify high-impact opportunities and support responsible AI adoption at scale.

About the Role

We are looking for an experienced Account Director, Retail to help build and grow OpenAI’s business across the retail industry.

You will own relationships with some of the world’s most influential retailers and consumer-facing organizations, helping executive and technical leaders understand how OpenAI’s products can transform their businesses. You will be responsible for developing account strategies, building qualified pipeline, navigating complex enterprise sales cycles, and expanding adoption across multiple functions and use cases.

In This Role, You Will

• Own and grow a portfolio of strategic retail accounts, with responsibility for pipeline creation, revenue, customer adoption, and long-term account expansion.
• Develop thoughtful account strategies that align OpenAI’s capabilities with each customer’s business priorities, technology roadmap, and AI transformation goals.
• Build trusted relationships with senior executives and functional leaders across technology, digital, data, merchandising, marketing, e-commerce, operations, supply chain, finance, and customer experience.
• Help customers identify and prioritize high-value AI use cases, including customer service, employee productivity, personalization, product discovery, merchandising, marketing content, store operations, and supply chain workflows.
• Lead complex, multi-stakeholder enterprise sales cycles from early discovery through commercial agreement, deployment, and expansion.
• Create new opportunities by engaging both executive decision-makers and operational teams throughout customer organizations.
• Partner closely with Solutions Engineering and technical stakeholders to connect customer needs with secure, scalable, and responsible implementation approaches.
• Collaborate with Customer Success to ensure customers move successfully from initial adoption to broader, measurable business impact.
• Coordinate with Product, Partnerships, Marketing, Legal, Finance, and other internal teams to remove barriers and deliver a strong customer experience.
• Develop business cases that clearly articulate expected value, required investment, implementation considerations, and success measures.
• Maintain a disciplined operating cadence across account planning, forecasting, pipeline management, and executive communication.
• Represent customer and industry perspectives internally, helping inform OpenAI’s retail strategy, product priorities, and go-to-market approach.
• Contribute to the continued development of OpenAI’s Retail business by sharing market insights, repeatable sales motions, and customer adoption patterns.

You Might Thrive in This Role If You

• Have significant experience selling enterprise technology, cloud, data, AI, or software solutions to large retail or consumer organizations.
• Have a strong understanding of the retail industry, including the priorities and operating models of omnichannel retailers, e-commerce businesses, grocery companies, specialty retailers, or consumer brands.
• Have consistently met or exceeded ambitious revenue targets while managing complex, strategic accounts.
• Are skilled at developing relationships with C-level executives while also building credibility with technical, operational, and functional stakeholders.
• Can connect advanced technology to tangible business outcomes without overcomplicating the message.
• Have experience creating demand and developing new opportunities rather than relying solely on an established book of business.
• Understand how to navigate long, complex sales cycles involving security, legal, procurement, finance, data, and technology stakeholders.
• Are comfortable working with technical teams and discussing topics such as enterprise architecture, data strategy, security, governance, and implementation readiness.
• Bring a consultative approach to selling and are willing to challenge customers thoughtfully when it leads to better outcomes.
• Are highly organized and demonstrate strong judgment across account prioritization, forecasting, stakeholder management, and internal coordination.
• Operate effectively in ambiguous, rapidly evolving environments and are energized by helping build a business and category.
• Care deeply about responsible AI adoption and helping customers deploy powerful technology safely and thoughtfully.

Preferred Qualifications

• Experience working with large, global retail organizations or complex consumer-facing enterprises.
• An established network of senior relationships across the retail industry.
• Experience selling emerging or transformational technologies where the customer use case and buying process are still developing.
• Familiarity with generative AI, machine learning, cloud platforms, data infrastructure, or enterprise application ecosystems.
• Experience supporting organization-wide transformation initiatives involving both business and technology leaders.
• A track record of expanding initial customer engagements into strategic, multi-year relationships.