Government Account Director, Defense Job at OpenAI (Washington, DC)

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
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Government Account Director, Defense

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