Account Director, Government

About the Role

The GTM team at Openai is a dynamic ensemble of sales, solutions, support, marketing, and partnership professionals united by the mission to make AI accessible and beneficial to all humanity. As an Account Director, you will be working closely with cross-functional teams, including researchers, engineers, and solution strategists, to craft and execute comprehensive account plans that meet the unique needs of government clients.

What You Will Do

• Manage a portfolio of key government accounts, developing and executing tailored strategies to enhance account growth and satisfaction.
• Lead the sales cycle from initial engagement to successful deployment, ensuring alignment with customer goals and Openai's AI solutions.
• Collaborate with internal stakeholders to design and deliver complex government customer programs and projects that showcase the value of Openai's AI technologies.
• Own and manage consumption revenue targets, analyzing key account metrics to inform strategic decisions and drive revenue growth.
• Develop and maintain deep insights into the government landscape, including trends, competitors, and partners, to contribute to product roadmap development and corporate strategies.
• Foster strong relationships with C-level executives and professionals across government functions, serving as a trusted advisor on AI adoption and strategy.
• Lead high-visibility customer events, conferences, and product launches to promote Openai's AI solutions and thought leadership in the government sector.
• Gather, analyze, and process market intelligence to stay abreast of industry developments and customer needs.
• Support the recruitment and onboarding of new team members, contributing to the growth and development of the GTM team.
• Contribute to the evolution of company culture, promoting values of innovation, customer-centricity, and teamwork.

What We Are Looking For

• 10+ years of experience in selling platform-as-a-service (PaaS) and/or software-as-a-service (SaaS) solutions, specifically into government accounts.
• Proven track record of achieving revenue targets exceeding
  M per year for more than 3 years.
• Expertise in designing and executing complex deal strategies that drive customer value and revenue growth.
• Experience in supporting the growth of fast-growing, high-performance companies, preferably in the tech or AI sector.
• Strong background in communicating technical concepts to customers and internal stakeholders, with the ability to simplify complex AI and technology propositions.
• Leadership experience in high-visibility customer events, such as customer advisory boards (CAB), conferences, and product launches.
• Ability to gather, distill, and process complex market intelligence to inform sales strategies and customer engagements.
• Customer-centric mindset with a deep understanding of government priorities and the ability to build strong, trusted relationships with executives and professionals.

Nice to Have

• Experience working with AI technologies or a strong passion for learning and promoting AI solutions.
• Knowledge of the government sector's challenges and opportunities for AI adoption.
• Certification in sales, marketing, or a related field, demonstrating a commitment to professional development.
• Experience with CRM tools and sales analytics platforms to manage sales performance and customer interactions.

Benefits and Perks

• Competitive compensation package, reflecting the role's seniority and impact on the organization.
• Opportunities for professional growth and development within a rapidly expanding company at the forefront of AI innovation.
• Flexible working arrangements, including a hybrid model that balances in-office collaboration with remote work flexibility.
• Access to cutting-edge AI technologies and the chance to contribute to their development and deployment.
• Collaboration with a talented, diverse team of professionals who are passionate about AI and its potential to benefit humanity.
• Comprehensive benefits package, including health insurance, retirement plans, and paid time off, designed to support the well-being and work-life balance of employees.

• Develop a deep understanding of AI and its applications in government sectors to effectively communicate the value of Openai's solutions.
• Build a strong network of contacts within the government sector to leverage for potential opportunities and partnerships.
• Prepare to discuss your experience with complex deal strategies and how you've driven revenue growth in previous roles.
• Showcase your customer-centric approach by highlighting instances where you've tailored solutions to meet specific customer needs and expectations.
• Be ready to learn about Openai's AI technologies and how they can be applied to government challenges, demonstrating your passion for AI and its potential.
• Emphasize your ability to work in a fast-paced environment and your experience with hybrid work models, highlighting your flexibility and adaptability.
• Come prepared with questions about the role, the team, and Openai's vision for AI in government, showing your interest in the position and the company.