Account Director, Federal Civilian

Details

The OpenAI for Government team is a mission-driven group that leverages frontier AI to transform how governments achieve their missions. The team empowers public servants with secure, compliant AI tools (for example, ChatGPT Enterprise and ChatGPT Gov) and mission-aligned deployments that meet government technical requirements with strong reliability and safety.

This role sits on the Federal Sales team and combines technical understanding, strategic vision, partnership management, and value-driven strategy tailored specifically to federal customers. You will drive opportunities through the federal sales cycle—from pipeline generation to closure—working closely with researchers, engineers, and solution strategists to help government customers advance their missions through AI.

This role is based in Washington, DC and follows a hybrid work model with 3 days in the office per week. Relocation assistance is offered.

Responsibilities

• Manage a focused set of key federal accounts; develop and execute 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 and oversee consumption revenue forecasting and reporting.
• Analyze key federal account metrics and provide insights to internal and external stakeholders.
• Monitor the federal landscape (agencies, policies, competitors, partners) to inform product roadmaps and corporate strategies.
• Collaborate cross-functionally with solutions, marketing, communications, business operations, people operations, finance, product management, and engineering.
• Support recruitment and onboarding of federal-focused team members.
• Foster the development of company culture within the federal practice.
• Lead high-visibility federal customer events, briefings, and industry engagements.

Requirements

• 14+ years selling platform-as-a-service (PaaS) and/or software-as-a-service (SaaS) specifically into federal government accounts.
• A consistent track record of achieving federal revenue targets greater than $2M per year over multiple years.
• Experience designing and executing complex federal deal strategies, including familiarity with government contracting and procurement processes.
• Experience supporting growth in fast-paced, high-performance federal environments and working directly with senior government executives and agency leaders.
• Ability to communicate technical and strategic concepts clearly to government customers and internal stakeholders.
• Experience gathering, distilling, and processing federal market intelligence (agency priorities, policy changes, competitor activities).
• Comfort partnering with engineering, research, product, and solutions teams to deliver customer programs.

You might thrive in this role if you:

• Are a strategist who understands go-to-market best practices and plans on the order of years.
• Are customer-centric and motivated to deeply understand federal customers' priorities and help them achieve mission-critical objectives using AI.
• Have a passion or deep curiosity about artificial intelligence and enjoy educating government customers on AI capabilities and strategic implications.
• Are a builder who establishes systems and processes tailored to federal requirements and executes them with precision and agility.
• Are excited by bespoke, multidimensional federal challenges and experimental, innovative solutions.

Benefits & Additional Information

• Base pay range listed: $261,000 15 $315,000 (range may vary by market location and candidate factors). In addition to base pay, total compensation includes equity and potential performance-related bonuses for eligible employees.
• Medical, dental, and vision insurance with employer contributions to Health Savings Accounts; pre-tax FSAs for health and dependent care; 401(k) with employer match.
• Paid parental leave, paid medical and caregiver leave, flexible PTO for exempt employees, paid company holidays, and paid sick/safe time where applicable.
• Mental health and wellness support; employer-paid basic life and disability coverage.
• Annual learning and development stipend; daily meals in offices and meal delivery credits as eligible; relocation support for eligible employees.
• Background checks will be administered in accordance with applicable law. OpenAI is an equal opportunity employer and provides reasonable accommodations to applicants with disabilities.

For more details on policies and accommodations, candidates can refer to OpenAI's posted policy links included in the original job posting.