Why This Job is Featured on The SaaS Jobs
This Cyber Specialist role stands out in the SaaS landscape because it sits at the intersection of enterprise go to market and security outcomes for a highly capable AI platform. Rather than focusing on a single product motion, the position is oriented around helping cybersecurity organizations translate a general purpose technology into deployable, governed use cases across their operations.
From a SaaS career perspective, the work builds durable experience in selling and expanding consumption based offerings, where adoption and value realization are tightly linked to revenue. It also develops the kind of cross functional operating rhythm common in modern SaaS companies, partnering with technical success, marketing, partnerships, and engineering adjacent teams to move from executive alignment to deployment and ongoing growth. The emphasis on navigating legacy environments, data governance, and security requirements mirrors the realities of enterprise SaaS adoption.
This role is best suited to professionals who enjoy consultative, executive level engagement and can connect technical capabilities to measurable business impact. It will appeal to those comfortable owning forecasts and account metrics while coordinating multiple internal stakeholders. Candidates motivated by shaping repeatable industry specific plays in cybersecurity will find the scope particularly aligned.
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 Cybersecurity specialist sales team partners with Account Directors, Technical Success, Marketing, and Partnerships to drive cybersecurity adoption that help bring AI to as many users as possible.
About the role
Our Sales team has a unique mission to help cybersecurity customers understand the deep impact that highly capable AI models can bring to their businesses, operations, employees, and customers. This role is a mixture of technical understanding, industry expertise, vision, partnership, and value-driven strategy.
As an Account Director focused on Cybersecurity, you will own executive-level relationships with leading cybersecurity firms and help them safely and effectively deploy OpenAI’s technology across their organizations. You’ll work with customers to identify and scale high-impact use cases across areas such as security operations, threat intelligence, risk management, incident response, vulnerability management, workforce enablement, customer support, and enterprise knowledge management.
You’ll be a key driver of opportunities through the entire sales cycle, from pipeline generation to closure and successful deployment. You’ll work with researchers, engineers, and solution strategists to help customers transform their operations and evolve the cybersecurity industry with AI.
This role is based in San Francisco, Seattle or New York. We use a hybrid work model of 3 days in the office per week and offer relocation assistance to new employees. We are open to US-based remote candidates.
In this role, you’ll:
Support Account Directors across assigned accounts and territories on cybersecurity sales, including opportunity qualification, pipeline generation, account strategy, and deal execution.
Build trusted relationships with senior executives and business leaders across technology, security operations, engineering, risk management, and other functions.
Lead enterprise prospects’ journeys from initial consideration and use-case identification through successful deployment and expansion.
Help customers identify and prioritize high-value applications of AI across their security operations and broader enterprises.
Partner with solutions and research engineering to build and execute complex customer programs and projects.
Navigate complex enterprise environments involving legacy systems, security requirements, data governance, and global stakeholders.
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 cybersecurity industry landscape, including customers, competitors, partners, technologies, and emerging AI use cases, 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:
14+ years of enterprise software sales experience, including significant cybersecurity sales and industry experience.
Significant experience selling complex enterprise technology solutions into cybersecurity and security organizations, including CISOs, security operations, AppSec, and risk teams.
A strong understanding of the cybersecurity industry, including its business models, threat landscapes, technology ecosystems, and transformation priorities.
Experience developing executive relationships within security organizations and across technology, engineering, security operations, and risk management.
Experience navigating complex, global accounts with multiple business units, facilities, stakeholders, and decision-makers.
The ability to connect emerging technologies to measurable business outcomes, including productivity, efficiency, quality, innovation, resilience, and revenue growth.
Achieving revenue targets greater than $2M per year for more than 3 years.
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.
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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.
