Account Director, Life Sciences

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 helps customers understand, adopt, and deploy OpenAI's technology across their most important workflows. The team is made up of Sales, Solutions, Support, Marketing, and Partnerships professionals who work together to bring AI to as many people and organizations as possible. ABOUT THE ROLE As an Account Director focused on Life Sciences, you will own executive-level relationships with organizations across biopharma, medical technology, and life science services. This includes pharmaceutical and biotechnology companies, medical device and diagnostics companies, contract research organizations, contract development and manufacturing organizations, research tools companies, and laboratory or scientific services providers. This is a role for someone who understands how life sciences companies create, validate, manufacture, commercialize, and support scientific and medical products. You will help these customers evaluate and deploy OpenAI's technology to accelerate R&D, improve clinical and regulatory workflows, scale scientific and medical content operations, modernize commercial and field teams, and improve knowledge work across highly regulated environments. The role blends scientific literacy, enterprise sales discipline, technical curiosity, and relationship-driven account leadership. You will partner closely with solutions, research, product, legal, security, and compliance teams to design secure, responsible, and high-impact AI deployments for life sciences customers. This role can be remote but New York or San Francisco office locations are preferred. 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 WILL: - Manage a focused portfolio of strategic life sciences accounts across biopharma, medtech, diagnostics, CROs, CDMOs, and life science services - Develop long-term account plans that map OpenAI capabilities to customer priorities across R&D, clinical development, regulatory, manufacturing, medical affairs, commercial, and enterprise IT - Lead complex, multi-stakeholder sales cycles with executives, technical leaders, scientific stakeholders, procurement, legal, privacy, security, and compliance teams - Identify and shape high-value AI use cases such as drug discovery support, clinical trial operations, regulatory submissions, medical writing, pharmacovigilance, field enablement, customer operations, and enterprise knowledge workflows - Partner with solutions and research engineering to design pilots and deployments that demonstrate measurable business, scientific, and operational impact - Collaborate with privacy, security, legal, and compliance partners to support responsible AI deployment in regulated life sciences environments, including GxP and global data governance considerations - Own revenue, consumption, pipeline, forecast accuracy, and expansion strategy for your accounts - Monitor life sciences industry trends, regulatory shifts, competitive dynamics, and customer buying patterns to inform account strategy and the broader OpenAI go-to-market motion - Represent OpenAI in life sciences industry forums and customer executive conversations, including settings such as JPM, BIO, HLTH, and targeted biopharma or medtech leadership events - Partner cross-functionally with marketing, partnerships, communications, and product teams to build a repeatable life sciences go-to-market motion WE'RE SEEKING SOMEONE WITH EXPERIENCE INCLUDING: - 14+ years selling complex enterprise software, cloud, AI, data, or platform solutions to life sciences customers - A track record of building and growing strategic accounts across biopharma, medtech, diagnostics, CROs, CDMOs, life science services, or adjacent scientific industries - Proven success achieving and exceeding multi-million-dollar annual revenue targets in complex, regulated enterprise environments - Experience managing C-suite and senior stakeholder relationships across R&D, clinical, regulatory, manufacturing, medical affairs, commercial, enterprise IT, security, and data organizations - Strong understanding of life sciences workflows such as drug discovery, translational research, clinical development, regulatory submissions, quality, manufacturing, medical affairs, market access, and commercial operations - Familiarity with data privacy, security, compliance, validation, GxP, and responsible AI considerations relevant to life sciences companies - Demonstrated ability to create account strategy, navigate large buying committees, build executive consensus, and close complex platform or transformation deals - Ability to translate technical AI capabilities into concrete business, scientific, and operational outcomes for life sciences customers YOU MIGHT THRIVE IN THIS ROLE IF YOU: - Are energized by helping life sciences companies use AI to advance scientific discovery, product development, and commercial impact - Can translate complex scientific, technical, regulatory, and business needs into clear AI adoption strategies - Are comfortable selling to both technical and non-technical executives across R&D, commercial, IT, data, security, legal, and compliance functions - Bring curiosity about biology, medicine, devices, diagnostics, research services, and the changing operating model of life sciences companies - Are a builder who enjoys creating repeatable sales motions, customer narratives, and proof points in an emerging market - Are a strategic account leader who can move from executive vision to practical pilot design, adoption planning, expansion strategy, and measurable customer impact - Are comfortable operating wit