Account Director, Startups

Details

About the team

OpenAI’s mission is to build safe artificial general intelligence (AGI) which benefits all of humanity. The Go To Market (GTM) team helps customers learn how to leverage and deploy OpenAI’s AI products across their business. The team includes Sales, Solutions, Support, Marketing, and Partnerships professionals who create solutions to bring AI to many users.

Role summary

OpenAI is seeking a motivated and experienced Account Director to join the Startups Go To Market team. You will own relationships with strategically important startup customers and support them in building successfully on the OpenAI platform. This role blends technical understanding, partnership, strategy, and vision. You will work cross-functionally with product, research, engineering, support, and solutions architecture to help customers get the most out of OpenAI models.

This role is based in San Francisco and uses a hybrid work model (3 days in the office per week). Relocation assistance is offered to new employees.

Responsibilities

• Manage a portfolio of startup accounts and develop/execute comprehensive account plans
• Partner with solutions and research engineering to build and execute complex customer programs and projects
• Own a consumption revenue target and manage consumption revenue forecasts
• Analyze key account metrics, create reports, and provide insights to internal and external stakeholders
• Monitor the industry and startup landscape (competitors, partners, people) to contribute to product roadmap and corporate strategy
• Collaborate with solutions, marketing, communications, business operations, people operations, finance, product management, and engineering
• Advocate for improving the startup experience building with OpenAI, synthesizing product feedback from customer interactions
• Support recruitment and onboarding of teammates and contribute to company culture
• Lead high-visibility customer events (CAB, conferences, product launches, etc.)

Requirements

• 6+ years selling platform-as-a-service and/or software-as-a-service
• Experience designing and executing complex deal strategies
• Experience working in or around the startup ecosystem (founder, employee, or working with startup customers)
• Experience supporting growth of fast-growing, high-performance companies
• Experience working directly with C-level executives
• Ability to communicate technical concepts to customers and internal stakeholders (including APIs and model usage)
• Experience gathering, distilling, and processing complex market intelligence (industry, competitor, customer, prospect)

You should be customer-centric, curious about artificial intelligence, a builder who can create systems and processes, excited by new challenges, and a strategist who understands go-to-market best practices.

Benefits

• Competitive base pay (compensation summary referenced as $290K) and offers equity
• Medical, dental, and vision insurance with employer contributions to Health Savings Accounts
• Pre-tax accounts (Health FSA, Dependent Care FSA, commuter benefits)
• 401(k) retirement plan with employer match
• Paid parental, medical, and caregiver leave
• Flexible PTO for exempt employees and up to 15 days annually for non-exempt employees
• 13+ paid company holidays and additional company office closures
• Mental health and wellness support, basic life and disability coverage
• Annual learning and development stipend
• Daily meals in offices and meal delivery credits as eligible
• Relocation support for eligible employees

Additional information

• Background checks administered according to applicable law
• OpenAI is an equal opportunity employer and provides reasonable accommodations for applicants with disabilities.