Account Director, Startups | New Business - UK&I

OpenAI is an AI research and deployment organization focused on building safe artificial general intelligence that serves humanity's interests. The company develops and operates advanced AI systems designed to be responsibly integrated into real-world applications and services. OpenAI's Go To Market team combines sales, solutions engineering, support, marketing, and partnership functions to ensure customers can effectively leverage and deploy the company's AI capabilities across their operations.

The Startups Go To Market division recognizes that some of the most innovative AI applications will emerge from early-stage companies. This team exists to help founders and startup teams unlock the potential of OpenAI's platform, providing technical guidance, strategic support, and organizational access to accelerate their development and growth trajectories.

What you'll do

• Own and develop relationships with a portfolio of strategically important startup accounts, creating and executing comprehensive account strategies tailored to each customer's objectives.

• Work with solutions and research engineering teams to design and implement specialized programs and customer initiatives that drive value.

• Manage assigned revenue targets related to platform consumption and track forecasts throughout fiscal periods.

• Synthesize account performance data and market intelligence into reports and strategic recommendations for internal leadership and external partners.

• Monitor the startup ecosystem, competitive landscape, and emerging industry trends to inform OpenAI's product roadmap and business strategy.

• Advocate internally for startup customer needs and experiences, translating product feedback into actionable insights for product and engineering teams.

• Coordinate across solutions, marketing, operations, product management, and engineering to solve complex customer challenges and maximize platform value.

• Participate in recruiting and onboarding new team members while contributing to a strong team culture.

What you'll bring

• Six or more years of enterprise sales experience selling platform-as-a-service or software-as-a-service solutions to customers.

• Demonstrated success designing and executing sophisticated, multi-stakeholder deal strategies.

• Background working within the startup ecosystem, whether as a founder, early employee, or account manager serving startup clients.

• Experience managing relationships with C-suite executives and communicating technical concepts to diverse audiences.

• Ability to translate complex technical information into clear business language for both technical and non-technical stakeholders.

• Track record supporting the growth and scaling of high-performance, fast-growing organizations.

• Comfort leading high-impact customer engagements including customer advisory boards, industry conferences, and product launch events.

Nice to have

• Experience gathering and analyzing market, competitive, and customer intelligence to inform strategic decisions.

• Passion for artificial intelligence and commitment to beneficial AI deployment.

• Ability to build processes and systems at organizational scale.

What they offer

• Hybrid work arrangement based in London, requiring three days per week in the office.

• Full-time permanent position.