OpenAIAccount Director, Digital Natives - Land Team
About the team
OpenAI’s mission is to ensure artificial general intelligence benefits all of humanity. Achieving this requires not only world-class research, but also disciplined go-to-market execution that brings our most advanced AI capabilities to new companies and industries.
Our Go To Market team helps organizations understand, adopt, and scale OpenAI’s platform responsibly. Sales, Solutions, Support, Marketing, and Partnerships work together to introduce OpenAI to new customers and design durable foundations for long-term value creation.
About the role
As a Land Account Director, Digital Natives, your mission is to identify, engage, and convert net-new prospects into OpenAI customers, while ensuring each land is designed for long-term expansion success.
This is a hunter role with a customer-first mindset. You own the land motion end-to-end, from pipeline creation through contract signature and initial production value. You are accountable for landing customers in a way that enables scalable adoption and future expansion, which will later be owned by dedicated Expand roles.
You will act as a market evangelist for OpenAI, shaping early demand, educating prospects on what is possible with frontier AI, and helping define repeatable go-to-market motions in an emerging category.
This role is based in (CITY). We operate a hybrid model with three days per week in the office and offer relocation assistance where applicable.
In this role, you will
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 strategyServe as a voice of the prospect and early customer to inform product and GTM direction
Success in this role is defined by
High-quality net-new customer acquisition
Strong first production use cases aligned to long-term customer value
Expansion-ready lands that transition cleanly to Expand ownership
Establishing strategic partnership with top companies in the region
Repeatable land motions that scale across the market
We’re seeking someone with experience including
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
You might thrive in this role if you
Are customer-first by design. You focus on solving the right problems early to create durable value.
Are a true hunter. You are energized by creating demand and winning net-new customers.
Think long-term. You sell for expansion success, not just the initial deal.
Are an evangelist. You enjoy educating the market and shaping how new technology is understood.
Are a builder. You help create GTM structure, not just execute against it.
Are comfortable with ambiguity and motivated by defining new categories.
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.