Account Director, Tech

Responsibilities

• Own and grow a portfolio of strategic technology accounts, driving pipeline creation, revenue, customer adoption, and long-term expansion.
• Develop account strategies aligned with customer priorities, product roadmaps, technical architectures, and AI ambitions.
• Build relationships with senior executives and leaders across product, engineering, data, AI/ML, infrastructure, security, finance, procurement, and go-to-market functions.
• Identify opportunities to embed OpenAI capabilities into customer-facing products, developer platforms, and internal workflows.
• Lead complex enterprise sales cycles from discovery and technical evaluation through agreement, deployment, and expansion.
• Create demand by connecting OpenAI capabilities to new products, revenue opportunities, operational improvements, and competitive differentiation.
• Partner with Solutions Engineering and customer technical teams on architectures, implementation requirements, and secure, scalable deployments.
• Work with Customer Success on adoption plans, customer outcomes, and expansion of successful use cases.
• Navigate usage-based business models, enterprise agreements, security requirements, procurement processes, and multi-year commitments.
• Coordinate with Product, Research, Partnerships, Legal, Finance, Marketing, and Operations to address customer needs and remove obstacles.
• Maintain discipline across account planning, forecasting, pipeline management, executive communication, and stakeholder alignment.
• Represent the company 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.
• Consistent success meeting or exceeding ambitious revenue targets while managing complex strategic accounts.
• Understanding of how technology companies evaluate, build, launch, and scale products.
• Ability to engage credibly with technical audiences and translate complex capabilities into business value for executives.
• Experience creating new opportunities within sophisticated accounts.
• Familiarity with product architecture, APIs, data strategy, security, governance, infrastructure, and technical implementation.
• Experience leading sales processes involving product, engineering, security, legal, procurement, finance, and executive stakeholders.
• Ability to build C-level relationships and broad organizational support.
• Consultative approach to helping customers shape AI strategies.
• Strong judgment, attention to detail, and operational rigor in forecasting, deal strategy, and account prioritization.
• Commitment to responsible AI development and safe deployment.

Nice-to-haves

• Experience working with large software, internet, cloud, infrastructure, cybersecurity, semiconductor, or digital-native companies.
• Established senior relationships across the technology industry.
• Experience selling developer-facing products, APIs, platform technologies, or consumption-based solutions.
• Familiarity with generative AI, machine learning, foundation models, cloud architecture, data infrastructure, or modern application development.
• Experience supporting customers embedding third-party technology into commercial products.
• Understanding of commercial and technical considerations for enterprise-scale AI products.
• Experience expanding technical evaluations into strategic, multi-year relationships.