Account Director, Professional Services

Responsibilities

• Manage a small number of strategic Professional Services accounts, developing and executing comprehensive account plans to drive long-term growth.
• Build executive relationships across consulting, technology, delivery, and innovation leadership teams.
• Lead enterprise customers through their AI adoption journey, from initial strategy through successful deployment and expansion.
• Partner with Solutions, Research Engineering, and Product teams to design and execute complex enterprise AI programs.
• Own a consumption revenue target and drive long-term platform adoption across global organizations.
• Develop and manage accurate consumption revenue forecasts.
• Identify opportunities to expand OpenAI's footprint through new business units, geographies, service lines, and AI-powered client offerings.
• Analyze key account metrics to create reports and provide strategic insights to internal and external stakeholders.
• Stay informed on the Professional Services landscape—including consulting trends, AI transformation initiatives, competitive dynamics, and strategic partnerships—to influence OpenAI's product roadmap and go-to-market strategy.
• Collaborate cross-functionally with Solutions, Marketing, Communications, Business Operations, Finance, Product Management, Engineering, and Research.
• Support the recruitment and onboarding of new teammates.
• Contribute to the continued development of OpenAI's culture.

Requirements

• 14+ years of enterprise sales experience selling platform-as-a-service (PaaS), software-as-a-service (SaaS), cloud, or AI solutions to large Professional Services organizations.
• Consistent track record of exceeding annual revenue targets greater than $2M for multiple years.
• Experience managing complex, multi-year enterprise sales cycles with executive-level stakeholders.
• Demonstrated success selling into global consulting firms, systems integrators, IT services providers, managed services organizations, or business process outsourcing companies.
• Experience navigating highly matrixed organizations and building relationships across business, technology, and delivery organizations.
• Ability to develop executive relationships with C-level leaders responsible for digital transformation, technology strategy, AI, innovation, and consulting practices.
• Strong consultative selling, negotiation, and account planning skills.
• Comfort discussing AI, cloud technologies, enterprise software architectures, and digital transformation initiatives with technical and business audiences.
• Passion for emerging AI technologies and helping customers fundamentally transform how they operate and deliver value to their clients.