客户总监，商业领域
Account Director, Commercial
关于团队
商业销售团队帮助成长型公司采用 OpenAI 的产品，并将新兴的 AI 能力转化为有意义的业务成果。我们与各行业和场景的客户合作，帮助他们评估、部署并扩展使用 ChatGPT 和 OpenAI API。
我们的团队与增长、产品、财务、法务、收入运营及其他跨职能团队紧密合作，打造高质量的客户体验并建立可扩展的商业销售模式。
关于职位
我们正在寻找一位客户经理，负责 SMB（中小型企业）领域的客户关系及商业流程，从初步了解直至成交和扩展。
这是一个节奏快、责任重的角色，结合了咨询式销售、技术好奇心和严谨的执行力。你将建立并管理销售管道，帮助客户将其业务目标与 OpenAI 的产品相结合，并在购买过程中与技术、商业和高管利益相关者进行沟通。
你还将发挥重要作用，通过分享市场洞察、改进我们的销售策略，以及帮助团队建立可重复的方法，来塑造 OpenAI 如何服务商业客户。
该职位位于纽约州纽约市。我们采用每周 3 天在办公室的混合办公模式，并为新员工提供搬迁协助。偶尔需要出差。
在这个职位上，你将：
- 从客户资质评估到成交、上线和扩展，全程负责商业机会。
- 建立并管理来自内部推荐、外部拓展和现有客户的健康销售管道。
- 引导深入的初步交流，将客户优先事项转化为对 ChatGPT 和 OpenAI API 有吸引力的使用案例。
- 在客户组织中与业务、技术和高管利益相关者建立信任关系。
- 与内部团队（包括产品、财务、法务、增长和收入运营）合作，处理复杂的商业流程。
- 保持准确的销售管道和预测，持续努力达成收入和采用目标。
- 识别扩展机会，制定账户策略，以提升客户从 OpenAI 产品中获得的价值。
- 将客户和市场洞察带回公司，帮助改进我们的产品、项目和 SMB 销售策略。
- 为系统、流程和计划做出贡献
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About the Team
The Commercial Sales team helps growing businesses adopt OpenAI’s products and translate emerging AI capabilities into meaningful business outcomes. We work with customers across industries and use cases, helping them evaluate, deploy, and expand their use of ChatGPT and the OpenAI API.
Our team partners closely with Growth, Product, Finance, Legal, Revenue Operations, and other cross-functional teams to create a high-quality customer experience and build a scalable commercial sales motion.
About the Role
We are looking for an Account Director to own customer relationships and the commercial process across the SMB segment, from initial discovery through close and expansion.
This is a fast-moving, high-ownership role that combines consultative selling, technical curiosity, and disciplined execution. You will build and manage pipeline, help customers connect their business priorities to OpenAI’s products, and navigate technical, commercial, and executive stakeholders throughout the buying process.
You will also play an important role in shaping how OpenAI serves commercial customers by sharing market insights, improving our sales motion, and helping the team build repeatable approaches that support responsible and successful adoption.
This role is based in New York NY. We use a hybrid work model of 3 days in the office per week and offer relocation assistance to new employees. Occasional travel will be required.
In this role, you will:
- Own commercial opportunities from qualification through close, onboarding, and expansion.
- Build and manage a healthy pipeline across inbound, outbound, and existing customer opportunities.
- Lead thoughtful discovery conversations and translate customer priorities into compelling use cases for ChatGPT and the OpenAI API.
- Develop trusted relationships with business, technical, and executive stakeholders throughout the customer organization.
- Navigate complex commercial processes in partnership with internal teams, including Product, Finance, Legal, Growth, and Revenue Operations.
- Maintain accurate pipeline and forecasts while consistently working toward revenue and adoption goals.
- Identify expansion opportunities and develop account strategies that increase the value customers realize from OpenAI’s products.
- Bring customer and market insights back to the organization to help improve our products, programs, and SMB sales motion.
- Contribute to the systems, processes, and playbooks needed to scale a high-performing commercial sales organization.
You might thrive in this role if you:
- Have 5+ years of relevant software sales experience, and at least 3+ years of closing experience, including ownership of SMB, mid-market, or commercial sales cycles.
- Have a demonstrated track record of meeting or exceeding revenue targets.
- Bring strong discovery, qualification, pipeline-generation, and account-planning skills.
- Can communicate the value of complex technical products clearly and credibly to both business and technical audiences.
- Build trust with senior executives and are comfortable navigating conversations with C-suite stakeholders.
- Are deeply customer-centric and motivated to understand customers’ priorities, challenges, and vision for adopting AI.
- Operate with high ownership and sound judgment in fast-moving, ambiguous environments.
- Are a builder who enjoys developing new systems, processes, and ways of working, then executing them with precision.
- Approach unfamiliar or multidimensional problems with curiosity and energy.
- Are willing to experiment, learn quickly, and adapt your approach based on customer and market feedback.
- Bring exceptional communication, collaboration, and organizational skills.
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.