Account Director, Government Scale

About the Role

The role of an Account Director at Openai is not only about closing deals but also about building trusted relationships with government stakeholders. This involves understanding their missions, constraints, and how Openai's AI capabilities can provide value. The Account Director will work closely with various internal teams, including Solutions Engineering, Technical Success, Legal, Policy, Security, and approved resellers and strategic partners, to advance customer opportunities and navigate the complexities of government procurement paths.

The government sector is a critical area for Openai, with a vast potential for AI solutions to transform public services. The Account Director will play a key role in helping Openai respond to government demand at scale, ensuring that every customer receives clear, accurate, and thoughtful guidance on how to leverage AI responsibly and effectively.

What You Will Do

• Own inbound response, discovery, qualification, follow-up, and disposition for an assigned set of federal, state, and local government customers.
• Manage a portfolio of smaller and mid-sized agencies and lead them through the full sales cycle, from initial interest to successful commercial engagement.
• Create pipeline through targeted outbound outreach and multithreading within priority government accounts and cohorts.
• Build trusted relationships with government stakeholders, understanding their missions and constraints, and connecting them to relevant Openai capabilities.
• Work closely with approved resellers, AWS, and other strategic partners to advance customer opportunities and navigate purchasing paths.
• Partner with internal teams on technical, procurement, compliance, and deployment questions to ensure comprehensive support for government customers.
• Identify larger or more complex strategic opportunities and transition them effectively to the appropriate senior Account Director.
• Maintain accurate pipeline, forecasting, customer follow-up, and account records to ensure data-driven decision making.
• Develop repeatable playbooks for government inbound, qualification, routing, reseller execution, and common customer questions to improve efficiency and consistency.
• Surface recurring customer, product, procurement, and partner insights to improve Openai's government go-to-market motion and contribute to continuous improvement.

What We Are Looking For

• Approximately 4-7 years of relevant B2B SaaS, cloud, or technical sales experience, including demonstrated full-cycle closing ownership.
• Strong sales acumen, with the ability to run strong discovery, build credible deal strategies, navigate multiple stakeholders, and independently close smaller or mid-market opportunities.
• Ability to manage a high-volume portfolio without sacrificing customer experience, judgment, or follow-through.
• Excellent communication skills, with the ability to communicate complex technical and commercial concepts clearly to working-level and executive audiences.
• Curiosity about AI and the ability to quickly learn how Openai's products create value, where they may not be a fit, and how to discuss tradeoffs responsibly.
• High ownership, strong prioritization, and comfort in a fast-changing environment.
• Enjoy building processes, documenting playbooks, and improving how a team works.
• Experience selling to federal, state, local, education, or other regulated public-sector customers is highly desirable.

Nice to Have

• Experience with AI solutions and their applications in the government sector.
• Knowledge of government procurement processes and how to navigate them effectively.
• Familiarity with Openai's products and services, or similar AI solutions.
• Certification in sales or a related field, demonstrating a commitment to professional development.

Benefits and Perks

• Competitive salary and benefits package, reflecting Openai's commitment to attracting and retaining top talent.
• Opportunities for career growth and professional development within a rapidly expanding company.
• The chance to work on cutting-edge AI solutions that have the potential to transform industries and lives.
• A dynamic and supportive work environment that encourages innovation and collaboration.
• Flexible and remote work options, reflecting Openai's commitment to work-life balance and adaptability.
• Access to the latest technologies and tools, ensuring that you have everything you need to succeed in your role.
• A culture that values diversity, equity, and inclusion, and is committed to making a positive impact on society.

• To stand out in your application, make sure to highlight your sales experience in the government sector, if applicable, and demonstrate a clear understanding of how AI solutions can meet government needs.
• Practice your ability to communicate complex technical concepts simply, as this will be crucial in the interview process and in the role itself.
• Be prepared to discuss your experience with full-cycle sales, from initial contact to closing deals, and to provide specific examples from your past experience.
• Show a genuine interest in AI and its potential applications in the government sector, and be ready to learn more about Openai's products and services.
• Consider creating a portfolio that showcases your sales achievements and strategies, especially those relevant to the government sector or AI solutions.
• During salary negotiations, be informed about the market rate for your role and experience, and be prepared to discuss your expectations and why they are reasonable.
• Be aware of the company culture and values, and be prepared to discuss how you can contribute to and thrive in Openai's dynamic environment.