Applied AI Architect, Digital Natives (Strategics)

About the Team The Technical Success team is responsible for the customer experience on the OpenAI suite of products, ensuring developers and enterprises maximize benefit, value, and adoption from our highly-capable models. OpenAI's customers represent a range of diverse backgrounds and maturity, from early-stage startups to established global enterprises. About the Role We are seeking a solutions engineer to partner with our Digital Native customers and ensure they achieve tangible business value from our models through the OpenAI suite of products. You will partner with senior business stakeholders to understand their pre-sales needs, guide their AI strategy, and identify the highest value use cases and applications. You will work with business and technical teams to demonstrate the value of our solutions and recommend architectural patterns to kickstart their implementation and development. You will work closely with Digital Native Sales, Security, and Product teams. This role is based in San Francisco, CA or New York, NY. 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 will: Deliver an exceptional pre-sales customer experience for Digital Native prospects and customers by providing technical expertise, outlining the value proposition, and answering product, API, and LLM-related questions. Demonstrate how leveraging OpenAI’s suite of products can meet customers’ business needs and deliver substantial business value. This includes building and presenting demos, scoping use cases, recommending architecture patterns, and providing in-depth technical advisory. Create and maintain documentation, guides, and FAQs related to common questions and requirements discovered during the pre-sales process. Develop and nurture strong customer relationships during the evaluation, validation, and purchasing process. Foster customer advocacy and represent the voice of the customer with internal teams by gathering and relaying customer feedback, identifying themes across customers, and incorporating them into product planning. Serve as the first line of defense for security and compliance questions, explaining standardized collateral, guiding customers toward relevant resources (e.g., trust portal), and escalating complex requirements to the appropriate teams. You’ll thrive in this role if you: Have 4+ years of experience in a technical pre-sales or similar role, selling to technology companies, managing C-level technical and business relationships with complex organizations. Demonstrate a thorough understanding of IT security principles and customer requirements for technical B2B SaaS products, with experience providing higher-level security and compliance support. Have foundational training in programming languages like Python or Javascript. Have delivered prototypes of Generative AI/traditional ML solutions and have knowledge of network/cloud architecture. Are an effective presenter and communicator who can translate business and technical topics to all audiences, including senior leaders. Own problems end-to-end and are willing to pick up whatever knowledge you're missing to get the job done. Have a humble attitude, an eagerness to help your colleagues, and a desire to do whatever it takes to make the team succeed. 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 (incl