Why This Job is Featured on The SaaS Jobs
This Account Director, Mid-Market role stands out in the SaaS ecosystem because it sits at the intersection of platform adoption and revenue ownership, with an emphasis on helping customers move from evaluation into real deployment. The remit reflects a modern SaaS GTM motion where commercial success depends on pairing executive-level selling with an understanding of how a product is implemented and consumed over time.
From a career standpoint, the role builds durable SaaS skills around running full-cycle deals, forecasting against usage-based outcomes, and translating customer signals into internal priorities. Working closely with solutions and engineering functions also develops the cross-functional fluency that many SaaS companies expect from senior commercial leaders, particularly when products are technical and value is realized post-sale.
The position is best suited to professionals who prefer structured account planning, metric-led decision making, and stakeholder management across both customer and internal teams. It will appeal to someone comfortable balancing strategy with hands-on opportunity execution, and who is motivated by consultative conversations that connect business outcomes to product capability.
The section above is editorial commentary from The SaaS Jobs, provided to help SaaS professionals understand the role in a broader industry context.
Job Description
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
Our Sales team has a unique mission to help customers understand the deep impact that highly capable AI models can bring to their business and users. This role is a mixture of technical understanding, vision, partnership, and value-driven strategy.
You’ll be a key driver of opportunities through the entire sales cycle, from pipeline generation to closure. You’ll work with researchers, engineers, and solution strategists to help customers evolve their industry with AI.
This role is based in Sydney, Australia. 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'll:
Manage a portfolio of accounts, developing and executing strategies for a comprehensive account plan
Lead our prospects’ journeys from consideration to successful deployment
Partner with solutions and research engineering to build and execute complex customer programs and projects
Own a consumption revenue target
Manage consumption revenue forecasts
Analyze key account metrics to create reports and provide insights to internal and external stakeholders
Closely monitor the industry landscape (people, competitors, partners, etc.) to contribute to product roadmap and other corporate strategies
Collaborate with solutions, marketing, communications, business operations, people operations, finance, product management, and engineering
Support the recruitment and onboarding of other teammates
Support the development of company culture
We're seeking someone with experience including:
4+ years selling platform-as-a-service and/or software-as-a-service
Designing and executing complex deal strategies
Supporting the growth of fast-growing, high-performance companies
Working directly with c-level executives
Communicating technical concepts to customers and internal stakeholders
Leading high-visibility customer events (CAB, conferences, product launches, etc.)
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.
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. No response will be provided to inquiries unrelated to job posting compliance.
We are committed to providing reasonable accommodations to applicants with disabilities, and requests can be made via this link.
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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.
