Account Director, Cyber

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About the role

ABOUT THE TEAM OpenAI’s mission is to build safe artificial general intelligence (AGI) that benefits all of humanity. This long-term undertaking brings the world’s best scientists, engineers, and business professionals together in one lab. Our Go To Market (GTM) team helps customers understand and deploy our highly capable AI products across their businesses. Sales, Solutions, Support, Marketing, and Partnerships work together to bring AI to as many users as possible. ABOUT THE ROLE As an Account Director, Large Enterprise — Cybersecurity, you’ll work with some of our largest cybersecurity customers, winning new business and expanding adoption within existing accounts. You’ll help these organizations apply AI across their products, security workflows, and business operations. This role combines cybersecurity industry knowledge, technical understanding, executive engagement, and ownership of complex enterprise sales. You’ll create demand, develop opportunities, and lead deals from initial engagement through negotiation, deployment, and expansion. You’ll help executives identify where AI can deliver meaningful value and build a practical path to realizing it. We’re looking for someone with a hunter mentality and a strong track record in the cybersecurity ecosystem. You’re comfortable engaging CISOs, CIOs, CTOs, product leaders, and other business executives, bringing commercial and technical stakeholders together around an enterprise AI strategy. Success means both winning business and helping customers turn their commitments into sustained adoption and consumption. This role can be based in our San Francisco, New York City, or Seattle offices. We are also considering applications to work remotely from within the U.S. 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’LL: - Own a portfolio of large enterprise cybersecurity accounts, developing strategies that drive new business, enterprise adoption, and expansion. - Create demand through proactive prospecting, executive outreach, and a deep understanding of each customer’s business strategy, product roadmap, and security priorities. - Own complex deals end to end, including opportunity development, qualification, business case creation, technical evaluation, negotiation, and close. - Help executives identify opportunities to apply AI across cybersecurity products and workflows, such as security operations, threat analysis, incident response, and security engineering, in partnership with technical specialists. - Build relationships across security, engineering, product, business operations, and procurement teams, connecting stakeholders around shared goals. - Partner with solutions engineering to translate technical capabilities into customer programs with measurable business outcomes. - Navigate customer requirements around data privacy, sensitive security information, governance, and deployment, engaging the appropria...

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