Cyber Specialist

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 spec