Account Director, Federal Civilian
WFA Digital Insight
As the demand for AI solutions in government grows, professionals with expertise in federal sales and account management are in high demand. With the federal government investing heavily in AI, the role of Account Director, Federal Civilian at Openai is a unique opportunity to leverage AI to drive public sector transformation. According to recent reports, the federal government's AI spending is projected to increase by 25% annually. To succeed in this role, candidates need a deep understanding of federal procurement processes, strong relationships with government executives, and the ability to communicate complex AI concepts simply. Before applying, candidates should be aware of the company's mission-driven approach and the need to balance technical expertise with strategic vision.
Job Description
About the Role
The Account Director, Federal Civilian role is a critical position within Openai's government team, responsible for driving sales growth and managing key federal accounts. As a strategic partner to government agencies, the successful candidate will leverage their expertise in AI solutions to help federal customers achieve their mission-critical objectives. The role is based in Washington, DC, and involves working closely with researchers, engineers, and solution strategists to develop and execute complex government programs.As a key member of the federal sales team, the Account Director will collaborate with cross-functional teams, including solutions, marketing, communications, and engineering, to drive business growth and expand Openai's presence in the federal market. With a focus on customer-centricity, the role requires building trusted relationships with government executives and stakeholders across agencies, as well as communicating technical and strategic concepts clearly to both internal and external stakeholders.
What You Will Do
- Manage a focused set of key federal accounts, developing and executing comprehensive account plans to drive revenue growth and expand Openai's presence in the federal market
- 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 federal consumption revenue targets, overseeing revenue forecasting and reporting
- Analyze key federal account metrics and provide insights to internal and external stakeholders
- Monitor the federal landscape, including agencies, policies, competitors, and partners, to inform product roadmaps and corporate strategies
- Collaborate with cross-functional teams, including marketing, communications, and engineering, to drive business growth
- Support the recruitment and onboarding of federal-focused team members
- Foster the development of Openai's company culture within the federal practice
- Develop and execute complex federal deal strategies, including familiarity with government contracting and procurement processes
- Gather, distill, and process detailed federal market intelligence to inform sales strategies
- Communicate technical and strategic concepts clearly to government customers and internal stakeholders
What We Are Looking For
- 14+ years of experience selling platform-as-a-service and/or software-as-a-service into federal government accounts
- Proven track record of achieving federal revenue targets of >$2M per year consistently over multiple years
- Experience designing and executing complex federal deal strategies, including familiarity with government contracting and procurement processes
- Strong understanding of federal procurement processes and regulations
- Excellent communication and interpersonal skills, with the ability to build trusted relationships with government executives and stakeholders
- Experience working directly with senior government executives and federal agency leaders
- Strong analytical and problem-solving skills, with the ability to analyze complex data and provide insights to internal and external stakeholders
- Experience leading high-visibility federal customer events, briefings, and industry engagements
- Familiarity with AI solutions and their application in the federal market
Nice to Have
- Experience working with AI solutions, including ChatGPT Enterprise and ChatGPT Gov
- Familiarity with government contracting vehicles, such as GSA schedules and IDIQ contracts
- Experience with CRM software, such as Salesforce
- Strong networking skills, with an established network of contacts within the federal government
Benefits and Perks
- Competitive salary and bonus structure
- Comprehensive health insurance, including medical, dental, and vision
- Generous paid time off and holiday policy
- 401(k) matching program
- Flexible work arrangements, including remote work options
- Professional development and training opportunities
- Access to cutting-edge AI technology and solutions
- Collaborative and dynamic work environment
How to Stand Out
- To stand out in this role, focus on developing a deep understanding of federal procurement processes and regulations, as well as the ability to communicate complex AI concepts simply to government customers
- Build a strong network of contacts within the federal government, including senior executives and stakeholders
- Develop a portfolio of successful case studies and testimonials from previous federal customers
- Be prepared to discuss your experience with AI solutions and their application in the federal market
- Research Openai's company culture and values, and be prepared to discuss how you align with them
- Be prepared to negotiate your salary and benefits package, and have a clear understanding of your worth in the market
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