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OpenAI Logo OpenAI · Sales

Government Account Director, Defense

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

Our Government Sales team has a unique mission to help national security customers understand the transformative impact that highly capable AI models can bring to their critical missions. This role combines technical understanding, strategic vision, partnership management, and value-driven strategy specifically tailored to Defense Community customers. You’ll drive key opportunities through the entire defense sales cycle, from pipeline generation to closure. You’ll collaborate closely with researchers, engineers, and solution strategists to help customers within the Defense Community advance their national security missions through AI.

Job Responsibility

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

Requirements

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

Nice to have

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

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
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