Account Director, Digital Natives - Land team

• Identify, qualify, and develop net-new opportunities across the Digital Native ecosystem
• Build and manage a high-quality pipeline through outbound engagement, ecosystem leverage, and market insight
• Lead thorough discovery with prospects to surface high-impact, expansion-ready use cases
• Evangelize OpenAI’s platform, models, and solutions as foundational AI infrastructure
• Design and close land engagements that establish strong technical, commercial, and value focused foundations
• Own the land cycle from first engagement through initial deployment and commercial close
• Partner closely with Solutions Engineering and Research to deliver credible, differentiated first wins
• Land initial commercial structures that enable scalable consumption and future expansion
• Ensure clean handoff to Expand teams once land success is achieved and expansion readiness is defined
• Contribute to the development of scalable GTM motions, messaging, and market strategy
• Serve as a voice of the prospect and early customer to inform product and GTM direction

• 7+ years selling platform, infrastructure, or developer-led SaaS solutions
• Consistent achievement of significant revenue targets in net-new sales roles
• Managing complex, value-driven sales cycles with technical and executive buyers
• Closing first-of-kind or category-defining deals in fast-growing companies
• Communicating deeply technical concepts to both technical and business stakeholders
• Gathering and synthesizing market, customer, and competitive intelligence

• Customer-first by design
• True hunter energized by creating demand and winning net-new customers
• Thinks long-term and sells for expansion success
• Evangelist who enjoys educating the market
• Builder who helps create GTM structure
• Comfortable with ambiguity and motivated by defining new categories

Relocation assistance where applicable