Job Type: Full-time

About the Role: The EDU AI Deployment Manager role is a specialist post-sales enablement role focused on delivering high-impact enablement and adoption services to educational institutions across OpenAI's product suite.

Responsibilities:

• Own the enablement of OpenAI products, including ChatGPT Enterprise and Agents, helping define effective enablement patterns that support adoption across faculty, students, IT administrators, instructional designers, and academic leadership across educational institutions.
• Serve as a Subject Matter Expert (SME) for designated product areas, building deep expertise, supporting internal enablement, identifying emerging customer use cases for new product surfaces, and aggregating customer feedback to inform product development, with emphasis on teaching, learning, and research workflows.
• Lead customer enablement across the full customer lifecycle, from initial onboarding through expansion, optimization, and long-term adoption.
• Design and deliver high-impact engagements, including onboarding sessions, advanced capability trainings, leadership briefings, hackathons, and hands-on workshops for audiences ranging from senior faculty to students.
• Drive customer activation, sustained usage, and measurable value through structured enablement programs designed for durable, institution-wide adoption.
• Partner closely with Sales, AI Success Engineers, Solutions Engineering, and Product teams to ensure seamless handoff from pre- to post-sale and a consistent customer experience.
• Develop scalable enablement assets, playbooks, and best practices based on patterns observed across customers, helping translate product capabilities into repeatable adoption frameworks.
• Gather customer feedback from training and enablement engagements, synthesize themes across accounts, and relay insights to internal stakeholders to inform product and program improvements.

Requirements:

• 6+ years of experience in customer-facing, enablement, or instructional roles, engaging leadership and technical audiences in complex large-scale institutional or educational environments.
• Exceptional presentation and communication skills, particularly when translating AI capabilities into clear, practical value for senior and executive-level audiences.
• Strong product fluency across ChatGPT, Agents, and the broader OpenAI ecosystem, with a practical understanding of how AI capabilities can be applied to real-world workflows and enterprise use cases.
• Experience leading workshops and enablement programs, with the ability to design learning journeys, facilitate live sessions, and respond to questions in real-time.
• Ability to identify patterns across customers and translate them into scalable approaches that improve adoption across the broader customer base.

About OpenAI: OpenAI is 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.

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As an Account Executive covering the Nordics, you'll drive expansion within an assigned install base by uncovering new opportunities, engaging additional buying centers, and closing high-impact growth deals across Dropbox Business Enterprise, Dropbox Dash, and Dropbox Replay.

You'll thrive here if you enjoy hunting within accounts, navigating multi-stakeholder enterprise cycles, and tailoring messaging to Nordic business culture,while operating day-to-day in English and engaging customers in Swedish, Danish, and/or Finnish.

Responsibilities

• Own the full sales cycle across the Nordics territory, from prospecting through negotiation and close.
• Generate and manage pipeline through outbound prospecting, account mapping, events, partners, and inbound conversion.
• Build strategic territory plans and maintain disciplined pipeline hygiene to forecast accurately and exceed revenue targets.
• Lead value-driven discovery with IT, Security, Compliance, Procurement, and Line-of-Business leaders.
• Position Dropbox as a strategic platform by aligning multiple products to measurable customer outcomes.
• Navigate complex enterprise buying processes, aligning stakeholders and managing procurement cycles.
• Build trusted relationships with mid-level and executive decision-makers across technical and business functions.
• Partner cross-functionally with Solutions Consulting, Customer Success, Product, and Marketing to close complex deals.
• Act as the voice of the customer to influence product roadmap and go-to-market strategy.
• Deliver compelling enterprise product demonstrations and confidently address technical, security, compliance, and AI-related requirements.

Requirements

• 4+ years of B2B SaaS closing experience with consistent quota achievement.
• Proven track record of expanding existing accounts by engaging new teams and senior stakeholders.
• Fluency in English plus professional fluency in Swedish, Danish, or Finnish (priority), able to run end-to-end discovery and commercial conversations.
• Strong discovery and value-selling skills, translating business challenges into quantified outcomes.
• Experience selling to mid-market and/or enterprise customers across multi-stakeholder buying groups (IT, Security, Procurement, Business).
• Strong CRM discipline (Salesforce or equivalent) with accurate forecasting and structured account planning.
• Hunter mentality with proactive pipeline generation and opportunity creation.
• Business-savvy, curious, and able to clearly articulate complex products.
• Collaborative, accountable, and comfortable operating in fast-paced, ambiguous, Virtual First environments (with Nordic travel as needed).
• Highly organized, able to manage multiple complex sales cycles simultaneously.

Preferred Qualifications

• BA/BS degree or equivalent practical experience
• General knowledge of AI and its enterprise use cases
• Experience hunting and managing mid-market to enterprise accounts (200–1000+ seats; ~30–80 accounts)
• Experience selling multi-product/platform solutions (vs. single-point solutions)
• Familiarity with Nordic enterprise buying dynamics and procurement processes
• Experience working in a Virtual First or distributed sales environment
• Exposure to governance, compliance, or security-focused conversations

Compensation

United Kingdom Pay Range £109,700-£148,400 GBP Ireland Pay Range €96.100-€129.900 EUR Germany Pay Range €124.100-€167.900 EUR

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