Account Director, Commercial
Remote • New York City • FullTime
Posted 17d ago
Remote Work Policy
Fully remote
Employment Type
FullTime
Categories
Applied AI Engineer
About the job
We are seeking an Account Director to manage customer relationships and the commercial sales process for our SMB segment, guiding clients from initial engagement through to closing deals and fostering expansion. This dynamic, high-responsibility role requires a blend of consultative selling, technical aptitude, and structured execution. You will be responsible for building and managing sales pipelines, aligning customer business objectives with OpenAI's product offerings, and expertly navigating technical, commercial, and executive-level stakeholders throughout the procurement journey. Additionally, you will contribute to shaping OpenAI's commercial customer strategy by providing market insights, refining our sales methodologies, and developing scalable approaches for responsible and successful AI adoption.
Responsibilities
- Manage commercial opportunities from qualification to close, onboarding, and expansion.
- Build and maintain a robust pipeline across inbound, outbound, and existing customer leads.
- Conduct in-depth discovery sessions to align customer priorities with use cases for ChatGPT and the OpenAI API.
- Cultivate strong relationships with business, technical, and executive stakeholders within customer organizations.
- Collaborate with internal teams (Product, Finance, Legal, Growth, Revenue Operations) to navigate complex commercial processes.
- Maintain accurate pipeline forecasts and consistently work towards revenue and adoption targets.
- Identify opportunities for account expansion and develop strategies to maximize customer value from OpenAI products.
- Provide customer and market insights to inform product development, program enhancements, and SMB sales strategies.
- Contribute to the development of systems, processes, and playbooks for a high-performing commercial sales organization.
Requirements
- 5+ years of relevant software sales experience, with at least 3 years of closing experience, including ownership of SMB, mid-market, or commercial sales cycles.
- Proven track record of meeting or exceeding revenue targets.
- Strong skills in discovery, qualification, pipeline generation, and account planning.
- Ability to clearly and credibly communicate the value of complex technical products to both business and technical audiences.
- Experience building trust with senior executives and navigating conversations with C-suite stakeholders.
- Deeply customer-centric approach, motivated to understand customer priorities, challenges, and AI adoption vision.
- Ability to operate with high ownership and sound judgment in fast-paced, ambiguous environments.
- A builder mentality, enjoying the development of new systems, processes, and ways of working, followed by precise execution.
- Curiosity and energy in approaching unfamiliar or multidimensional problems.
- Willingness to experiment, learn quickly, and adapt approaches based on customer and market feedback.
- Exceptional communication, collaboration, and organizational skills.
Benefits
- Hybrid work model (3 days in office per week)
- Relocation assistance for new employees