客户总监，教育
Account Director, Education
关于团队
OpenAI 的使命是构建对全人类有益的安全人工通用智能（AGI）。这项长期任务将世界上最优秀的科学家、工程师和商业专业人士聚集在一个实验室中，共同实现这一目标。
为实现这一使命，我们的市场进入（GTM）团队负责帮助客户了解如何利用和部署我们功能强大的 AI 产品来改善他们的业务。该团队由销售、解决方案、支持、市场和合作的专业人士组成，他们共同努力，打造有价值解决方案，以让更多用户使用 AI。
关于职位
我们的 ChatGPT Enterprise 销售团队有一个独特的使命，即帮助客户理解功能强大的 AI 模型能为其业务和用户带来的深远影响。该职位需要兼具技术理解力、愿景、合作精神和以价值为导向的战略思维。
我们的 EDU 客户总监将专注于与教育机构和公司合作，帮助他们采用 OpenAI 的产品。例如，该职位将专注于协助 K-12 学校和大学在评估和采用 ChatGPT Enterprise 时为管理人员、教职员工和学生提供支持。
你将全程推动销售周期中的机会，从潜在客户开发到成交。你将作为 AI 领域的思想领袖代表 OpenAI，并与研究人员、工程师和解决方案策略师合作，帮助客户推进他们的 AI 发展旅程。ChatGPT Enterprise（于 2023 年 8 月推出）正在全球范围内被迅速采用，我们正在寻找有经验的客户总监加入团队，继续为产品带来新客户并扩展现有客户。
该职位位于悉尼。我们采用每周 3 天在办公室工作的混合工作模式。
在此职位上，你将：
- 从考虑阶段到购买阶段引领企业客户的旅程。
- 与客户经理、解决方案工程和客户成功团队合作，制定并执行复杂的客户评估、演示和试点项目。
- 每周预测你的销售管道和目标。
- 密切关注行业动态（人员、竞争对手、合作伙伴等），为产品路线图和其他公司战略做出贡献。
- 与解决方案、市场、传播、业务运营、人力运营、财务、产品管理和工程团队协作。
- 支持其他团队成员的招聘和入职。
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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 ChatGPT Enterprise Sales team has a unique mission to help customers understand the deep impact that highly capable AI models can bring to their business and users. This role is a mixture of technical understanding, vision, partnership, and value-driven strategy.
Our EDU Account Director will specialize in working with education institutions and companies as they adopt OpenAI’s products. For example, this individual will focus on helping support universities K-12 institutions as they evaluate and adopt ChatGPT Enterprise for their administrators, faculty and students.
You’ll be a key driver of opportunities through the entire sales cycle, from pipeline generation to closure. You’ll represent OpenAI as a thought leader in AI, and partner with researchers, engineers, and solution strategists to help customers evolve their AI journeys. ChatGPT Enterprise (launched Aug’23) is being rapidly adopted by companies around the world, and we’re looking for tenured Account Directors to join our team and continue to bring both new customers onto the product, and expand existing ones.
This role is based in Sydney. We use a hybrid work model of 3 days in the office per week.
In this role, you'll:
- Lead our enterprise prospects’ journeys from consideration to purchase.
- Partner with Account Associates, Solutions Engineering and Customer Success to build and execute complex customer evaluations, demos, and pilots.
- Forecast your pipeline and targets on a weekly basis.
- Closely monitor the industry landscape (people, competitors, partners, etc.) to contribute to product roadmap and other corporate strategies.
- Collaborate with solutions, marketing, communications, business operations, people operations, finance, product management, and engineering.
- Support the recruitment and onboarding of other teammates.
- Support the development of company culture.
We're seeking someone with experience including:
- Selling platform-as-a-service and/or software-as-a-service at a product-led growth company.
- Experience selling into education institutions.
- Achieving revenue targets >$1M per year for more than 6 years.
- Designing and executing complex deal strategies.
- Supporting the growth of fast-growing, high-performance companies.
- Leading high-visibility customer events (CAB, conferences, product launches, etc.).
- Gathering, distilling, and processing complex market (industry, competitor, customer, prospect) intelligence.
- Reporting on customer success activities.
You might thrive in this role if you:
- Are customer-centric. You are motivated to deeply understand your customer’s priorities and help them achieve their vision for using our models to improve their internal productivity and AI strategy. You build strong relationships with executives and professionals across functions and serve as a trusted advisor.
- Have a passion for or deep curiosity in artificial intelligence. You embrace the opportunity to help deploy our technology in a way that benefits humanity. You’re excited to educate our customers on AI and how to plan for the future.
- Are a builder. You are excited to impact how our company operates and scales. Your passion is building strong systems and processes from the ground up and executing them with precision.
- Are excited by new challenges. You don’t have the answers to every question up front, but the process of solving them invigorates you. Bespoke issues requiring multidimensional knowledge excite you. You’re willing to experiment with new solutions.
- Are a strategist. You deeply understand go to market best practices and raise the bar for our organization. You think and plan forward on the order of years and bring internal and external stakeholders along with your strategy.
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 to safely deploy them to the world through our products. AI is an extremely powerful tool that must be created with safety and human needs at its core, and to achieve our mission, we must encompass and value the many different perspectives, voices, and experiences that form the full spectrum of humanity.
We are an equal opportunity employer, and we do not discriminate on the basis of race, religion, color, national origin, sex, sexual orientation, age, veteran status, disability, genetic information, or other applicable legally protected characteristic.
For additional information, please see OpenAI’s Affirmative Action and Equal Employment Opportunity Policy Statement https://cdn.openai.com/policies/eeo-policy-statement.pdf.
Background checks for applicants will be administered in accordance with applicable law, and qualified applicants with arrest or conviction records will be considered for employment consistent with those laws, including the San Francisco Fair Chance Ordinance, the Los Angeles County Fair Chance Ordinance for Employers, and the California Fair Chance Act, for US-based candidates. For unincorporated Los Angeles County workers: we reasonably believe that criminal history may have a direct, adverse and negative relationship with the following job duties, potentially resulting in the withdrawal of a conditional offer of employment: protect computer hardware entrusted to you from theft, loss or damage; return all computer hardware in your possession (including the data contained therein) upon termination of employment or end of assignment; and maintain the confidentiality of proprietary, confidential, and non-public information. In addition, job duties require access to secure and protected information technology systems and related data security obligations.
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At OpenAI, we believe artificial intelligence has the potential to help people solve immense global challenges, and we want the upside of AI to be widely shared. Join us in shaping the future of technology.