Government Account Director, National Security
WFA Digital Insight
The demand for AI experts in the national security sector has grown exponentially, with the market expecting a significant surge in the next two years. As the world becomes increasingly dependent on AI, companies like Openai are at the forefront of this revolution. With the current shortage of skilled professionals in AI and national security, this role is particularly interesting for those who want to make a meaningful impact. Openai's commitment to safe and beneficial AI makes it an attractive option for candidates who value a company's mission and vision. Before applying, candidates should be aware of the high level of expertise and experience required for this role, including a deep understanding of national security workflows and the ability to communicate complex technical concepts to senior executives.
Job Description
About the Role
The Government Account Director role at Openai is a unique opportunity for experienced professionals in the national security sector to drive AI adoption and make a meaningful impact. As a key member of the Go To Market (GTM) team, you will be responsible for developing and executing comprehensive account plans for U.S. Defense and Intelligence Community accounts. Your expertise in GTM strategies and ability to communicate complex technical concepts will be essential in this role. You will be working closely with senior executives and stakeholders to understand their priorities and help them achieve their mission-critical objectives using AI.The GTM team at Openai is responsible for helping customers leverage and deploy AI products across their organization. This team comprises Sales, Solutions, Support, Marketing, and Partnership professionals who collaborate to create valuable solutions that bring AI to as many users as possible. As a Government Account Director, you will be an integral part of this team, working closely with researchers, engineers, and solution strategists to advance national security missions through AI.
What You Will Do
- Manage a focused set of key U.S. Defense and Intelligence Community accounts, developing and executing comprehensive account plans
- Lead Defense and Intelligence customers through their AI adoption journey, from consideration to successful deployment
- Partner with solutions and research engineering to build and execute complex defense customer programs and projects
- Own and manage a National Security Community consumption revenue target
- Oversee revenue forecasting and reporting
- Analyze key Defense and Intelligence account metrics and provide insights to internal and external stakeholders
- Closely monitor the national security landscape to inform product roadmaps and corporate strategies
- Collaborate cross-functionally with various teams, including solutions, product engineering, government affairs, marketing, communications, business operations, people operations, finance, product management, and engineering
- Support the recruitment and onboarding of team members focused on defense and intelligence accounts
- Foster the development of the company culture within the National Security Community practice
What We Are Looking For
- 10+ years of experience selling commercial technology to the National Security Community
- Top Secret clearance with FSP
- Experience designing and executing complex deal strategies within Defense or National Security contexts
- Familiarity with government contracting, security clearances, and procurement processes
- Ability to support growth in fast-paced, high-performance National Security environments
- Experience working directly with senior National Security executives and decision-makers
- Ability to communicate technical and strategic concepts clearly to National Security customers and internal stakeholders
- Experience leading high-visibility National Security customer events, briefings, and industry engagements
- Ability to gather, distill, and process detailed Defense and Intelligence Community market intelligence
Nice to Have
- Experience with GTM strategies and Excel
- Knowledge of AI products and their applications in national security
- Experience working in a hybrid work model
- Ability to relocate to Washington, DC
Benefits and Perks
- Opportunity to work with a leading AI company
- Competitive compensation and benefits package
- Hybrid work model with relocation assistance
- Chance to make a meaningful impact in the national security sector
- Collaborative and dynamic work environment
- Professional development opportunities
- Access to cutting-edge AI technology
How to Stand Out
- To stand out, highlight your experience working with senior National Security executives and decision-makers, as well as your ability to communicate complex technical concepts clearly.
- Make sure to emphasize your understanding of national security workflows and your ability to design and execute complex deal strategies.
- Familiarize yourself with Openai's products and their applications in national security to demonstrate your interest and knowledge.
- Prepare to provide specific examples of your experience working in fast-paced, high-performance National Security environments.
- Be ready to discuss your experience with GTM strategies and Excel, as well as your ability to analyze key account metrics and provide insights to stakeholders.
- Research the company culture and values to demonstrate your fit and enthusiasm for the role.
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