Account Director, GSIs & Consulting

About the team OpenAI’s mission is to build safe artificial general intelligence (AGI) which benefits all of humanity. This long-term undertaking brings the world’s best scientists, engineers, and business professionals into one lab together to accomplish this. In pursuit of this mission, our Go To Market (GTM) team is responsible for helping customers learn how to leverage and deploy our highly capable AI products across their business. The team is made of Sales, Solutions, Support, Marketing, and Partnership professionals that work together to create valuable solutions that will help bring AI to as many users as possible. About the role - Our Sales team has a unique mission to help customers understand the deep impact that highly capable AI models can bring to their business and clients. As an Account Director focused on Professional Services, you will partner with leading global consulting firms, systems integrators, IT services providers, and business process outsourcing organizations to help them transform how they deliver services, increase workforce productivity, accelerate software development, and build AI-powered offerings for their clients. - This role is a mixture of technical understanding, executive engagement, strategic partnership, and value-driven selling. You'll work closely with customer executives to identify high-impact AI opportunities across consulting, delivery, engineering, operations, and managed services while collaborating internally with researchers, engineers, and solution strategists to bring these capabilities to market. - You’ll be a key driver of opportunities through the entire sales cycle, from pipeline generation to closure, helping some of the world's largest professional services organizations reimagine how work is delivered with AI. - This role is based in San Francisco or New York City. We use a hybrid work model of 3 days in the office per week and offer relocation assistance to new employees. We are open to US-based remote candidates. In this role, you'll: - 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. We're seeking someone with experience including: - 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. - A 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. - A passion for emerging AI technologies and helping customers fundamentally transform how they operate and deliver value to their clients. 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

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. A 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. A passion for emerging AI technologies and helping customers fundamentally transform how they operate and deliver value to their clients.

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.