Account Director, Cyber

ABOUT THE TEAM OpenAI’s mission is to build safe artificial general intelligence (AGI) that benefits all of humanity. This long-term undertaking brings the world’s best scientists, engineers, and business professionals together in one lab. Our Go To Market (GTM) team helps customers understand and deploy our highly capable AI products across their businesses. Sales, Solutions, Support, Marketing, and Partnerships work together to bring AI to as many users as possible. ABOUT THE ROLE 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. You’ll help executives identify where AI can deliver meaningful value and build a practical path to realizing it. We’re looking for someone with a hunter mentality and a strong track record in the cybersecurity ecosystem. You’re comfortable engaging CISOs, CIOs, CTOs, product leaders, and other business executives, bringing commercial and technical stakeholders together around an enterprise AI strategy. Success means both winning business and helping customers turn their commitments into sustained adoption and consumption. This role can be based in our San Francisco, New York City, or Seattle offices. We are also considering applications to work remotely from within the U.S. We use a hybrid work model of three days in the office per week and offer relocation assistance to new employees. IN THIS ROLE, YOU’LL: - 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, connecting stakeholders around shared goals. - 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, engaging the appropriate technical, security, and legal partners. - 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, taking responsibility for advancing opportunities and resolving obstacles. - Bring cybersecurity customer and market insights to Product, Engineering, and GTM teams to inform our roadmap and approach. - Help build the processes, practices, and culture of a growing sales organization. WE’RE SEEKING SOMEONE WITH EXPERIENCE INCLUDING: - 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, including opportunities where the customer has not yet defined a project or allocated budget. - Designing and executing complex deal strategies with multiple decision-makers, technical requirements, security reviews, and procurement processes. - Selling across business units and functions, building support beyond a single buyer, team, or use case. - Working directly with C-level executives, including CISOs, CIOs, and CTOs, to connect technology investments to business strategy and measurable value. - 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, including forecasting usage, driving adoption, and identifying opportunities for growth. - Succeeding in fast-growing environments that require independent judgment, initiative, and accountability. YOU MIGHT THRIVE IN THIS ROLE IF YOU: - Have a hunter mentality. You seek out opportunities, open doors, and build demand. You’re motivated by winning new customers and uncovering opportunities within established accounts. - Understand the cybersecurity landscape. You can engage credibly with security and product leaders, understand their priorities, and distinguish promising AI applications from those that require further evaluation. - Take ownership. You drive progress at every stage of a deal, set clear next steps, bring the right people together, and stay accountable when the path forward is unclear. - Can guide an executive journey. You meet leaders where they are, challenge their t