Account Director, Cyber

OpenAI's mission is to build safe artificial general intelligence (AGI) that benefits all of humanity. The Go To Market (GTM) team helps customers understand and deploy OpenAI's AI products across their businesses.

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.

• 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.
• 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.
• 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.
• Bring cybersecurity customer and market insights to Product, Engineering, and GTM teams.
• Help build the processes, practices, and culture of a growing sales organization.

• 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.
• Designing and executing complex deal strategies with multiple decision-makers, technical requirements, security reviews, and procurement processes.
• Selling across business units and functions.
• Working directly with C-level executives, including CISOs, CIOs, and CTOs.
• 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.
• Succeeding in fast-growing environments that require independent judgment, initiative, and accountability.

• Have a hunter mentality.
• Understand the cybersecurity landscape.
• Take ownership.
• Can guide an executive journey.
• Are customer-centric and commercially driven.
• Are technically curious.
• Exercise sound judgment.
• Think across the enterprise.
• Are a builder.
• Have a passion or deep curiosity for AI.

OpenAI is an AI research and deployment company dedicated to ensuring that general-purpose artificial intelligence benefits all of humanity. We are an equal opportunity employer.