Account 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 strategy
  Serve 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-fi