The posting
About the team
OpenAI’s mission is to build safe artificial general intelligence (AGI) that benefits all of humanity. This long-term undertaking brings the world’s best scientists, engineers, and business professionals together in one lab.
Our Go To Market (GTM) team helps customers understand and deploy our highly capable AI products across their businesses. Sales, Solutions, Support, Marketing, and Partnerships work together to bring AI to as many users as possible.
About the role
As an Account Director, Large Enterprise — Cybersecurity, you’ll work with some of our largest cybersecurity customers, winning new business and expanding adoption within existing accounts. You’ll help these organizations apply AI across their products, security workflows, and business operations.
This role combines cybersecurity industry knowledge, technical understanding, executive engagement, and ownership of complex enterprise sales. You’ll create demand, develop opportunities, and lead deals from initial engagement through negotiation, deployment, and expansion. You’ll help executives identify where AI can deliver meaningful value and build a practical path to realizing it.
We’re looking for someone with a hunter mentality and a strong track record in the cybersecurity ecosystem. You’re comfortable engaging CISOs, CIOs, CTOs, product leaders, and other business executives, bringing commercial and technical stakeholders together around an enterprise AI strategy. Success means both winning business and helping customers turn their commitments into sustained adoption and consumption.
This role can be based in our San Francisco, New York City, or Seattle offices. We are also considering applications to work remotely from within the U.S. We use a hybrid work model of three days in the office per week and offer relocation assistance to new employees.
In this role, you’ll:
- Own a portfolio of large enterprise cybersecurity accounts, developing strategies that drive new business, enterprise adoption, and expansion.
- Create demand through proactive prospecting, executive outreach, and a deep understanding of each customer’s business strategy, product roadmap, and security priorities.
- Own complex deals end to end, including opportunity development, qualification, business case creation, technical evaluation, negotiation, and close.
- Help executives identify opportunities to apply AI across cybersecurity products and workflows, such as security operations, threat analysis, incident response, and security engineering, in partnership with technical specialists.
- Build relationships across security, engineering, product, business operations, and procurement teams, connecting stakeholders around shared goals.
- Partner with solutions engineering to translate technical capabilities into customer programs with measurable business outcomes.
- Navigate customer requirements around data privacy, sensitive security information, governance, and deployment, engaging the appropriate technical, security, and legal partners.
- Win initial deployments and expand successful use cases across teams, business units, and geographies.
- Own a consumption revenue target, partnering across the customer lifecycle to turn signed agreements into production usage and sustained growth.
- Maintain rigorous account plans, opportunity management, and revenue forecasts, taking responsibility for advancing opportunities and resolving obstacles.
- Bring cybersecurity customer and market insights to Product, Engineering, and GTM teams to inform our roadmap and approach.
- Help build the processes, practices, and culture of a growing sales organization.
We’re seeking someone with experience including:
- 14+ years selling complex platform-as-a-service and/or software-as-a-service products to large enterprise customers, with substantial experience in cybersecurity.
- Demonstrated success winning new customers and expanding existing accounts within the cybersecurity ecosystem.
- A strong understanding of cybersecurity buyers, enterprise security workflows, and the commercial priorities of cybersecurity companies.
- Generating pipeline and creating demand through proactive account development, including opportunities where the customer has not yet defined a project or allocated budget.
- Designing and executing complex deal strategies with multiple decision-makers, technical requirements, security reviews, and procurement processes.
- Selling across business units and functions, building support beyond a single buyer, team, or use case.
- Working directly with C-level executives, including CISOs, CIOs, and CTOs, to connect technology investments to business strategy and measurable value.
- Selling technically complex products in close partnership with engineering and solutions teams.
- Navigating enterprise requirements related to data security, privacy, governance, and risk management.
- Leading enterprise transformation opportunities from early discovery through deployment, adoption, and expansion.
- Managing consumption-based revenue models, including forecasting usage, driving adoption, and identifying opportunities for growth.
- Succeeding in fast-growing environments that require independent judgment, initiative, and accountability.
You might thrive in this role if you:
- Have a hunter mentality. You seek out opportunities, open doors, and build demand. You’re motivated by winning new customers and uncovering opportunities within established accounts.
- Understand the cybersecurity landscape. You can engage credibly with security and product leaders, understand their priorities, and distinguish promising AI applications from those that require further evaluation.
- Take ownership. You drive progress at every stage of a deal, set clear next steps, bring the right people together, and stay accountable when the path forward is unclear.
- Can guide an executive journey. You meet leaders where they are, challenge their thinking thoughtfully, and help them develop a concrete vision for AI adoption.
- Are customer-centric and commercially driven. You connect customer outcomes to durable growth and stay engaged as customers move from purchase to adoption.
- Are technically curious. You enjoy understanding complex products and can explain their capabilities, limitations, and business implications to technical and nontechnical audiences.
- Exercise sound judgment. You recognize the sensitivity of security use cases and work with the right partners to address customer requirements and support responsible deployment.
- Think across the enterprise. You connect business units, build relationships across functions, and turn an initial use case into a broader adoption strategy.
- Are a builder. You make sound decisions with incomplete information and help establish practices that allow a growing team to succeed.
- Have a passion or deep curiosity for AI. You’re excited to help cybersecurity organizations deploy AI thoughtfully and deliver value to their businesses and users.
About OpenAI
OpenAI is an AI research and deployment company dedicated to ensuring that general-purpose artificial intelligence benefits all of humanity. We push the boundaries of the capabilities of AI systems and seek to safely deploy them to the world through our products. AI is an extremely powerful tool that must be created with safety and human needs at its core, and to achieve our mission, we must encompass and value the many different perspectives, voices, and experiences that form the full spectrum of humanity.
We are an equal opportunity employer, and we do not discriminate on the basis of race, religion, color, national origin, sex, sexual orientation, age, veteran status, disability, genetic information, or other applicable legally protected characteristic.
For additional information, please see OpenAI’s Affirmative Action and Equal Employment Opportunity Policy Statement.
Background checks for applicants will be administered in accordance with applicable law, and qualified applicants with arrest or conviction records will be considered for employment consistent with those laws, including the San Francisco Fair Chance Ordinance, the Los Angeles County Fair Chance Ordinance for Employers, and the California Fair Chance Act, for US-based candidates. For unincorporated Los Angeles County workers: we reasonably believe that criminal history may have a direct, adverse and negative relationship with the following job duties, potentially resulting in the withdrawal of a conditional offer of employment: protect computer hardware entrusted to you from theft, loss or damage; return all computer hardware in your possession (including the data contained therein) upon termination of employment or end of assignment; and maintain the confidentiality of proprietary, confidential, and non-public information. In addition, job duties require access to secure and protected information technology systems and related data security obligations.
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