Account Associate - Austin

ABOUT THE TEAM OpenAI’s Enterprise Go-To-Market organization helps the world’s largest companies adopt and scale our AI platform across their business from ChatGPT Enterprise to our developer platform and APIs. We partner with organizations across the enterprise to build new AI-powered customer experiences, transform operations, and reimagine how work gets done in highly regulated and technically complex environments. As adoption accelerates through pilots, experimentation, and developer-led use cases, the GTM team turns that momentum into durable, enterprise-wide deployments. Account Associates sit at the front of this motion where technical curiosity turns into executive engagement, and early product signals become enterprise-wide deployments. ABOUT THE ROLE As an Account Associate, you’ll help our Enterprise teams turn product usage, pilots, inbound interest, and targeted outreach into qualified enterprise opportunities. Working alongside Account Directors, you’ll apply your sales experience to discovery, stakeholder mapping, and account strategy while deepening your ability to navigate complex enterprise opportunities. You’ll exercise judgment in handling discovery and qualification assignments, evaluating differing stakeholder needs and recommending next steps while drawing on Account Directors for guidance on more complex issues. We are looking for individuals with 2–4 years of professional sales experience in SDR/BDR roles, full-cycle Account Executive roles, or a combination of both. Candidates should be motivated to build on that experience and grow into world-class enterprise sellers. This role can lead to opportunities as an Account Director or in other GTM roles, with progression based on performance and business needs rather than a fixed timeline. For the right person, this is an opportunity to build on an established sales foundation and develop a long-term career in AI go-to-market. This role is based in Austin, TX. We use a hybrid work model of 3 days in the office per week (Monday through Wednesday) and offer relocation assistance to new employees. IN THIS ROLE, YOU WILL - Partner with Account Directors on account strategy, multi-threading, and deal progression. Assess account developments and recommend adjustments to engagement approaches within agreed priorities. - Design and execute targeted outbound strategies using industry context, stakeholder mapping, and product signal to break into priority accounts. - Lead high-quality discovery to uncover business priorities, map stakeholders, and assess enterprise readiness. Evaluate differing stakeholder needs and incomplete information to recommend qualification decisions and next steps. - Contribute to pipeline reviews by sharing outbound activity, account insights, and early competitive signals. - Build and iterate on AI-enabled GTM workflows (GPTs/agents) to scale prospecting and qualification. YOU MAY THRIVE IN THIS ROLE IF YOU - Have 2–4 years of professional sales experience in SDR/BDR roles, full-cycle Account Executive roles, or a combination of both, with demonstrated success in your assigned responsibilities. Experience working at a startup or selling enterprise SaaS is strongly preferred. - Have a track record of meeting or exceeding quota or measurable sales targets, such as qualified pipeline, sales opportunities, or revenue, with clear examples of your individual contribution. - Demonstrate strong business acumen and can lead discovery conversations that uncover customer priorities, connect potential solutions to measurable outcomes, and establish clear next steps. - Have experience researching accounts, developing targeted outreach, and engaging business and technical stakeholders to generate qualified opportunities. Experience prospecting into enterprise or strategic accounts is a plus. - Have a strong interest in AI, regularly experiment with AI tools, and can connect their capabilities to practical business needs. - Use performance data and feedback to refine your approach, and show persistence when outreach or opportunities do not progress as expected. - Are comfortable with ambiguity, moving quickly, and taking ownership of your work while collaborating closely with Account Directors. 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 https://cdn.openai.com/policies/eeo-policy-statement.pdf. 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. 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