Account Director, Startups Expansion

OpenAI’s mission is to build safe artificial general intelligence (AGI) that benefits all of humanity. This long-term undertaking brings together the world’s best scientists, engineers, and business professionals. Our Go To Market (GTM) team helps customers learn how to leverage and deploy our AI products across their business, combining Sales, Solutions, Support, Marketing, and Partnership professionals.

About the role

OpenAI is seeking a highly motivated and experienced Account Director to join our Startups Go To Market team. You will own relationships with top startup customers and support them in building successfully on the OpenAI platform. We believe many of the most disruptive and category-defining AI applications will be created by startups, and this team’s mission is to help them harness the power of AI models.

This role blends technical understanding, vision, partnership, and strategy. You will serve as the primary relationship owner for strategically important startup customers and collaborate across OpenAI—including product, research, engineering, support, and solutions architecture—to help these startups accelerate their progress and succeed using our models.

This role is based in San Francisco. We use a hybrid work model of 3 days in the office per week and offer relocation assistance to new employees.

Responsibilities

• Manage a portfolio of startup accounts, developing and executing strategies for a comprehensive account plan.
• Partner with solutions architects to drive successful technical engagements with startups, accelerating their product development process.
• Own a consumption revenue target and manage consumption revenue forecasts.
• Analyze key account metrics to create reports and provide insights to internal and external stakeholders.
• Collaborate with solutions, marketing, communications, business operations, people operations, finance, product management, and engineering.
• Serve as an advocate for improving the startup experience building with OpenAI, synthesizing product feedback from insights captured in customer work.
• Closely monitor the industry and startup landscape and contribute to corporate strategies.
• Support the recruitment and onboarding of other teammates.
• Support the development of company culture.

Requirements

• 8+ years selling platform-as-a-service, cloud, or other API products.
• Experience working in or around the startup ecosystem, preferably as a founder, employee, or someone who worked with startup customers.
• Experience supporting the growth and product development of fast-growing, high-performance companies.
• Experience working directly with C-level executives and startup founders.
• Ability to communicate technical concepts to customers and internal stakeholders.
• Experience gathering, distilling, and processing complex market (industry, competitor, customer, prospect) intelligence.

Qualities

• Customer-centric: You are motivated to deeply understand your customer’s priorities and help them achieve their vision for using our models. You build strong relationships with executives and professionals across functions and serve as a trusted advisor.
• Passion or deep curiosity in artificial intelligence: You embrace the opportunity to help deploy our technology in a way that benefits humanity. You’re excited to educate customers on AI and how to plan for the future.
• Builder: You are excited to impact how our company operates and scales. Your passion is building strong systems and processes from the ground up and executing them with precision.
• Excited by new challenges: You don’t have the answers to every question up front, but the process of solving them invigorates you. Bespoke issues requiring multidimensional knowledge excite you. You’re willing to experiment with new solutions.
• Strategist: You deeply understand go-to-market best practices and raise the bar for our organization. You think and plan forward on the order of years and bring internal and external stakeholders along with your strategy.

Pay

Compensation range: $378K - $441K