Account Director, Federal Partnerships

About the Role

The federal sales team at OpenAI has a unique mission to help government customers understand the transformative impact that highly capable AI models can bring to their agencies and missions. As an Account Director, you will be responsible for driving key opportunities through the entire federal sales cycle, from pipeline generation to closure. Your technical understanding, strategic vision, and partnership management skills will be essential in building and executing complex government customer programs and projects.

OpenAI's commitment to innovation and customer-centric approach sets it apart from other companies in the industry. As an Account Director, you will have the opportunity to work with a talented team of professionals who are passionate about deploying AI technology to benefit federal missions and humanity.

What You Will Do

• 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

What We Are Looking For

• 10+ years of experience 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.)
• Strong proficiency in Excel and GTM tools

Nice to Have

• Experience with AI technology and its applications in the federal sector
• Familiarity with government contracting and procurement processes
• Knowledge of federal policies and regulations related to AI adoption
• Certification in federal sales or a related field

Benefits and Perks

• Competitive salary and bonus structure
• Equity opportunities
• Comprehensive health insurance
• Generous PTO and vacation policy
• Remote work stipend and flexible work arrangements
• Opportunities for professional growth and development
• Access to cutting-edge AI technology and training
• Collaborative and dynamic work environment

• Develop a strong understanding of the federal sales cycle and the complex procurement processes involved.
• Build a professional network of contacts within the federal government and related industries to stay informed about agency priorities and policy changes.
• Create a portfolio of your experience and achievements in federal sales, including any successful deals or partnerships you have secured.
• Be prepared to communicate technical concepts and strategic vision to both government customers and internal stakeholders.
• Research OpenAI's products and services, as well as their approach to AI adoption in the federal sector, to demonstrate your knowledge and enthusiasm for the company's mission.
• Highlight your skills in Excel and GTM tools, as well as any experience you have with data analysis and reporting.
• Prepare to discuss your experience working with senior government executives and federal agency leaders, and how you have built trusted relationships with these stakeholders.