Account Director, Tech

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.

Responsibilities:

• 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.

Requirements:

• Significant experience selling enterprise software, cloud, infrastructure, data, developer, cybersecurity, or AI solutions to large technology companies.
• 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.
• Experience developing new opportunities within sophisticated accounts rather than relying solely on an established pipeline.
• Comfortable navigating conversations involving product architecture, APIs, data strategy, security, governance, infrastructure, and technical implementation.
• 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.
• 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.
• Energized by building new markets, developing repeatable commercial motions, and helping define how technology companies adopt AI.
• Care deeply about responsible AI development and helping customers deploy powerful technology safely and thoughtfully.

Compensation:

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