Account Director, Media

Responsibilities

• Manage a small portfolio of large, strategic media accounts and develop comprehensive, multiyear account plans.
• Build and maintain executive relationships with C-level and senior business leaders across technology, digital, editorial, content, advertising, audience development, product, data, and AI.
• Lead complex, enterprise-wide sales cycles involving multiple stakeholders, business units, procurement teams, legal teams, and technical decision-makers.
• Identify high-impact AI opportunities across content workflows, editorial operations, advertising, audience insights, personalization, customer care, enterprise knowledge, software engineering, and employee productivity.
• Help customers develop and commercialize AI-powered offerings for consumers, advertisers, creators, subscribers, and enterprise partners.
• Partner with Solutions, Product, Engineering, and Research teams to design customer programs, demonstrate business value, and support successful deployment.
• Own revenue and consumption targets, maintain an accurate forecast, and drive sustained platform adoption.
• Expand OpenAI's presence across brands, subsidiaries, geographies, business units, and strategic initiatives within assigned accounts.
• Navigate customer requirements related to security, privacy, data governance, intellectual property, content rights, and responsible AI deployment.
• Develop executive business cases connecting AI adoption to measurable customer outcomes.
• Bring insights from the media market into product roadmap, industry strategy, and account planning.
• Collaborate with Marketing, Communications, Partnerships, Finance, Legal, and Business Operations.
• Contribute to a repeatable media sales motion and OpenAI's industry presence.

Requirements

• 14+ years of enterprise sales experience selling AI, cloud, SaaS, PaaS, data, advertising technology, or other complex technology solutions to large enterprise customers.
• Demonstrated success managing and expanding relationships with major media, entertainment, publishing, streaming, advertising, or digital content companies.
• Consistent track record of meeting or exceeding annual revenue targets of $2 million or more.
• Experience leading large, complex, multiyear enterprise sales cycles and negotiating strategic commercial agreements.
• Ability to build trusted relationships with senior technology, data, AI, product, content, advertising, audience, and subscription executives.
• Strong understanding of the media industry, including content production and distribution, streaming and subscription models, advertising, audience development, personalization, digital transformation, and competitive dynamics.
• Experience developing account strategies across highly matrixed, multinational organizations with multiple brands or business lines.
• Comfort discussing AI, enterprise architecture, cloud platforms, data security, content workflows, and technical implementation with executive and technical audiences.
• Strong consultative selling, account planning, negotiation, and forecasting skills.
• Ability to translate emerging technology into measurable business outcomes.
• Enthusiasm for helping large organizations deploy AI safely and responsibly at scale.

Nice-to-Haves

• Experience owning a small number of highly strategic, high-impact accounts.
• Ability to create executive alignment across organizations with competing priorities.
• Ability to connect long-term media transformation to immediate customer opportunities.
• Experience building an industry-specific sales motion in an evolving market.
• Commercial discipline, curiosity, and technical fluency.
• Passion for AI's potential to reshape how media companies create, distribute, monetize, and personalize content.