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OpenAI Logo OpenAI · Sales

Account Director, Federal Partnerships

United States, Washington, DC 178200.00 - 301500.00 USD / Year · Job Posted February 21, 2026
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Job Description

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

  • 10+ 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
  • Push the organization

What we offer

  • 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
  • Offers Equity
  • performance-related bonus(es) for eligible employees
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