Account Director, Federal Civilian Job at OpenAI (Washington, DC)

Job Description

The OpenAI for Government team is a dynamic, mission-driven group leveraging frontier AI to transform how governments achieve their missions. Our team works to empower public servants with secure, compliant AI tools (e.g., ChatGPT Enterprise, ChatGPT Gov) and mission-aligned deployments that meet government technical requirements with strong reliability and safety. Our Federal Sales team has a unique mission to help government customers understand the transformative impact that highly capable AI models can bring to their agencies and missions. This role combines technical understanding, strategic vision, partnership management, and value-driven strategy tailored specifically to federal customers. You’ll drive key opportunities through the entire federal sales cycle, from pipeline generation to closure. You’ll collaborate closely with researchers, engineers, and solution strategists to help government customers advance their missions through AI.

Job Responsibility

Manage a focused set of key federal accounts, developing and executing comprehensive federal account plans
Lead federal customers through their AI adoption journey, from consideration to successful deployment
Partner with solutions and research engineering to build and execute complex government customer programs and projects
Own and manage a federal consumption revenue target
Oversee consumption revenue forecasting and reporting
Analyze key federal account metrics and provide insights to internal and external stakeholders
Closely monitor the federal landscape (agencies, policies, competitors, partners, etc.) to inform product roadmaps and corporate strategies
Collaborate cross-functionally with solutions, marketing, communications, business operations, people operations, finance, product management, and engineering
Support the recruitment and onboarding of federal-focused team members
Foster the development of our company culture within the federal practice

Requirements

14+ years selling platform-as-a-service and/or software-as-a-service specifically into federal government accounts
Achieving federal revenue targets of >$2M per year consistently over multiple years
Designing and executing complex federal deal strategies, including familiarity with government contracting and procurement processes
Supporting growth in fast-paced, high-performance federal environments
Working directly with senior government executives and federal agency leaders
Communicating technical and strategic concepts clearly to government customers and internal stakeholders
Leading high-visibility federal customer events, briefings, and industry engagements
Gathering, distilling, and processing detailed federal market intelligence (agency priorities, policy changes, competitor activities, etc.)

Nice to have

Are a strategist
Are customer-centric
Have a passion or deep curiosity about artificial intelligence
Are a builder
Are excited by new challenges

What we offer

Offers Equity
Medical, dental, and vision insurance for you and your family, with employer contributions to Health Savings Accounts
Pre-tax accounts for Health FSA, Dependent Care FSA, and commuter expenses (parking and transit)
401(k) retirement plan with employer match
Paid parental leave (up to 24 weeks for birth parents and 20 weeks for non-birthing parents), plus paid medical and caregiver leave (up to 8 weeks)
Paid time off: flexible PTO for exempt employees and up to 15 days annually for non-exempt employees
13+ paid company holidays, and multiple paid coordinated company office closures throughout the year for focus and recharge, plus paid sick or safe time (1 hour per 30 hours worked, or more, as required by applicable state or local law)
Mental health and wellness support
Employer-paid basic life and disability coverage
Annual learning and development stipend to fuel your professional growth
Daily meals in our offices, and meal delivery credits as eligible
Relocation support for eligible employees
Additional taxable fringe benefits, such as charitable donation matching and wellness stipends, may also be provided
performance-related bonus(es) for eligible employees

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Account Director, Federal Civilian

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