初创企业拓展客户总监
Account Director, Startups Expansion
关于团队
OpenAI的使命是构建安全的人工通用智能（AGI），使全人类受益。这一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，共同完成这一目标。
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产品来推动他们的业务。该团队由销售、解决方案、支持、市场和合作的专业人员组成，他们通力合作，打造有价值的产品方案，以帮助尽可能多的用户使用AI。
关于职位
OpenAI正在寻找一位积极主动且经验丰富的客户总监加入我们的初创企业市场进入团队。你将在与顶级初创客户建立关系并支持他们在OpenAI平台上成功构建方面发挥关键作用。
我们认为，许多最具颠覆性和定义类别的AI应用将由初创公司创造。初创企业市场进入团队的使命是帮助初创公司利用AI模型的力量推动这些进展。你将支持初创公司有效使用OpenAI的API，并提供对OpenAI团队和专业知识的访问权限，以支持他们的成长。
这个职位需要具备技术理解力、远见、合作关系和战略思维。你将负责作为一组具有战略意义的初创客户的主要关系负责人，同时在OpenAI内部协作，帮助这些初创公司加速进展并成功使用我们的模型。你将与产品、研究、工程、支持和解决方案架构团队跨职能合作，帮助客户充分发挥我们的模型潜力。
该职位位于旧金山。我们采用每周3天在办公室工作的混合工作模式，并为新员工提供搬迁协助。
在此职位上，你将：
- 管理初创企业客户组合，制定并执行全面的客户计划策略。
- 与解决方案架构师合作，推动初创企业的成功技术合作，加快他们的产品开发进程。
- 负责消费收入目标。
- 管理消费收入预测。
- 分析关键客户指标，生成报告并向内部和外部利益相关者提供见解。
- 与解决方案、市场、传播、业务运营、人力运营等部门协作
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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
OpenAI is seeking a highly motivated and experienced Account Director to join our Startups Go To Market team. You will play a critical role in owning relationships with top startup customers and supporting them in building successfully on the OpenAI platform.
We believe that many of the most disruptive and category-defining AI applications will be created by startups. The Startup Go To Market team’s mission is to help startups harness the power of AI models to drive these advances. You will support startups building effectively with OpenAI’s APIs, and provide access to OpenAI teams and expertise to support their growth.
This role is a mixture of technical understanding, vision, partnership, and strategy. You’ll be responsible for serving as the primary relationship owner for a set of strategically important startup customers, as well as working across the OpenAI organization to help these startups accelerate their progress and be successful using our models. You’ll work cross-functionality with product, research, engineering, support, and solutions architecture to help customers get the most out of our models.
This role is based in San Francisco. We use a hybrid work model of 3 days in the office per week and offer relocation assistance to new employees.
In this role, you will:
- Manage a portfolio of startups accounts, developing and executing strategies for a comprehensive account plan.
- Partner with solutions architects to drive successful technical engagements with startups, accelerating their product development process.
- Own a consumption revenue target.
- Manage consumption revenue forecasts.
- Analyze key account metrics to create reports and provide insights to internal and external stakeholders.
- Collaborate with solutions, marketing, communications, business operations, people operations, finance, product management, and engineering.
- Serve as an advocate for improving the startup experience building with OpenAI, synthesizing product feedback from insights captured from our work with startups.
- Closely monitor the industry landscape and startup landscape and contribute to corporate strategies.
- Support the recruitment and onboarding of other teammates.
- Support the development of company culture.
We're seeking someone with experience in:
- 8+ years selling platform-as-a-service, cloud, or other API products.
- Experience working in or around the startup ecosystem, preferably as either a founder of a startup, an employee of a startup, or someone who worked with startup customers.
- Supporting the growth and product development of fast-growing, high-performance companies.
- Working directly with C-level executives and startup founders.
- Communicating technical concepts to customers and internal stakeholders.
- Gathering, distilling, and processing complex market (industry, competitor, customer, prospect) intelligence.
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 products and services. You build strong relationships with executives and professionals across functions and serve as a trusted advisor.
- Have a passion 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.
To notify OpenAI that you believe this job posting is non-compliant, please submit a report through this form https://form.asana.com/?d=57018692298241&k=5MqR40fZd7jlxVUh5J-UeA. No response will be provided to inquiries unrelated to job posting compliance.
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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.