OpenAI
Account Director, Federal Partnerships – OpenAI
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About The Team OpenAI’s mission is to build safe artificial general intelligence (AGI) which benefits all of humanity. This long‑term undertaking brings the world’s best scientists, engineers, and business professionals together in one lab to accomplish this.
About The Role 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. This role is based in Washington DC. We use a hybrid work model of 3 days in the office per week and offer relocation assistance to new employees.
In This Role, You’ll
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
We’re Seeking Someone With Experience Including
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.)
You Might Thrive In This Role If You
Are a strategist who deeply understands go‑to‑market best practices and raises the bar for the organization. You think and plan forward on the order of years and bring stakeholders along with your strategy.
Are customer‑centric, motivated to understand federal customers’ priorities and help them achieve mission‑critical objectives using AI. You build trusted relationships with government executives and stakeholders across agencies.
Have a passion or deep curiosity about artificial intelligence. You embrace the opportunity to help deploy OpenAI’s technology in a way that benefits federal missions and humanity. You’re enthusiastic about educating government customers on AI capabilities and strategic implications.
Are a builder who enjoys impacting how our company grows its federal business. You excel in establishing robust systems and processes tailored to federal requirements, executing them with precision and agility.
Are excited by new challenges. You thrive when solving complex federal‑specific problems. Bespoke challenges requiring multidimensional federal knowledge excite you, and you’re eager to experiment with innovative solutions within government environments.
Push the organization. You deeply understand federal go‑to‑market best practices and proactively contribute to strategic initiatives. You plan years ahead, effectively aligning internal and external federal stakeholders to achieve long‑term objectives.
About OpenAI OpenAI is an AI research and deployment company dedicated to ensuring that general‑purpose artificial intelligence benefits all of humanity. We push the boundaries of the capabilities of AI systems and seek to safely deploy them to the world through our products. AI is an extremely powerful tool that must be created with safety and human needs at its core, and to achieve our mission, we must encompass and value the many different perspectives, voices, and experiences that form the full spectrum of humanity.
Equal Opportunity Employer We are 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.
For additional information, see OpenAI’s Affimative Action and Equal Employment Opportunity Policy Statement. Background checks for applicants will be administered in accordance with applicable law, and qualified applicants with arrest or conviction records will be considered for employment consistent with those laws, including the San Francisco Fair Chance Ordinance, the Los Angeles County Fair Chance Ordinance for Employers, and the California Fair Chance Act for US‑based candidates. For unincorporated Los Angeles County workers: we reasonably believe that criminal history may have a direct, adverse and negative relationship with the following job duties, potentially resulting in the withdrawal of a conditional offer of employment: protect computer hardware entrusted to you from theft, loss or damage; return all computer hardware in your possession (including the data contained therein) upon termination of employment or end of assignment; and maintain the confidentiality of proprietary, confidential, and non‑public information. In addition, job duties require access to secure and protected information technology systems and related data security obligations.
Compensation Range $261K - $315K
Seniority level Director
Employment type Full‑time
Job function Sales and Business Development
Industries Research Services
#J-18808-Ljbffr
About The Team OpenAI’s mission is to build safe artificial general intelligence (AGI) which benefits all of humanity. This long‑term undertaking brings the world’s best scientists, engineers, and business professionals together in one lab to accomplish this.
About The Role 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. This role is based in Washington DC. We use a hybrid work model of 3 days in the office per week and offer relocation assistance to new employees.
In This Role, You’ll
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
We’re Seeking Someone With Experience Including
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.)
You Might Thrive In This Role If You
Are a strategist who deeply understands go‑to‑market best practices and raises the bar for the organization. You think and plan forward on the order of years and bring stakeholders along with your strategy.
Are customer‑centric, motivated to understand federal customers’ priorities and help them achieve mission‑critical objectives using AI. You build trusted relationships with government executives and stakeholders across agencies.
Have a passion or deep curiosity about artificial intelligence. You embrace the opportunity to help deploy OpenAI’s technology in a way that benefits federal missions and humanity. You’re enthusiastic about educating government customers on AI capabilities and strategic implications.
Are a builder who enjoys impacting how our company grows its federal business. You excel in establishing robust systems and processes tailored to federal requirements, executing them with precision and agility.
Are excited by new challenges. You thrive when solving complex federal‑specific problems. Bespoke challenges requiring multidimensional federal knowledge excite you, and you’re eager to experiment with innovative solutions within government environments.
Push the organization. You deeply understand federal go‑to‑market best practices and proactively contribute to strategic initiatives. You plan years ahead, effectively aligning internal and external federal stakeholders to achieve long‑term objectives.
About OpenAI OpenAI is an AI research and deployment company dedicated to ensuring that general‑purpose artificial intelligence benefits all of humanity. We push the boundaries of the capabilities of AI systems and seek to safely deploy them to the world through our products. AI is an extremely powerful tool that must be created with safety and human needs at its core, and to achieve our mission, we must encompass and value the many different perspectives, voices, and experiences that form the full spectrum of humanity.
Equal Opportunity Employer We are 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.
For additional information, see OpenAI’s Affimative Action and Equal Employment Opportunity Policy Statement. Background checks for applicants will be administered in accordance with applicable law, and qualified applicants with arrest or conviction records will be considered for employment consistent with those laws, including the San Francisco Fair Chance Ordinance, the Los Angeles County Fair Chance Ordinance for Employers, and the California Fair Chance Act for US‑based candidates. For unincorporated Los Angeles County workers: we reasonably believe that criminal history may have a direct, adverse and negative relationship with the following job duties, potentially resulting in the withdrawal of a conditional offer of employment: protect computer hardware entrusted to you from theft, loss or damage; return all computer hardware in your possession (including the data contained therein) upon termination of employment or end of assignment; and maintain the confidentiality of proprietary, confidential, and non‑public information. In addition, job duties require access to secure and protected information technology systems and related data security obligations.
Compensation Range $261K - $315K
Seniority level Director
Employment type Full‑time
Job function Sales and Business Development
Industries Research Services
#J-18808-Ljbffr