Account Director, Federal Partnerships

Details

OpenAI’s mission is to build safe artificial general intelligence (AGI) which benefits all of humanity. The Go To Market (GTM) team helps customers learn how to leverage and deploy OpenAI products across their organizations. The Federal Sales team helps government customers understand the transformative impact of highly capable AI models and supports them through adoption and deployment.

Responsibilities

• Manage a focused set of key federal accounts and 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 and foster company culture within the federal practice.

This role is based in Washington, DC and uses a hybrid work model of 3 days in the office per week. Relocation assistance is offered to new employees.

Requirements

• 10+ years selling platform-as-a-service and/or software-as-a-service specifically into federal government accounts.
• Consistently achieving federal revenue targets of > $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.
• Experience working directly with senior government executives and federal agency leaders.
• Ability to communicate technical and strategic concepts clearly to government customers and internal stakeholders.
• Experience leading high-visibility federal customer events, briefings, and industry engagements.
• Experience gathering, distilling, and processing federal market intelligence (agency priorities, policy changes, competitor activities, etc.).

You might thrive in this role if you:

• Are a strategist who understands go-to-market best practices and can plan multi-year strategic initiatives.
• 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 solving complex federal-specific problems and experimenting with innovative solutions within government environments.
• Push the organization by proactively contributing to federal go-to-market best practices and aligning stakeholders to achieve long-term objectives.

About OpenAI

OpenAI is an AI research and deployment company dedicated to ensuring that general-purpose artificial intelligence benefits all of humanity. The company emphasizes safety and broad societal benefit and values diverse perspectives and experiences. OpenAI is an equal opportunity employer and provides information about affirmative action and equal employment opportunity policies. Background checks are administered in accordance with applicable law. The company is committed to providing reasonable accommodations to applicants with disabilities.

Benefits

In addition to the listed base pay, total compensation includes equity and performance-related bonus(es) for eligible employees. Benefits described include:

• Medical, dental, and vision insurance with employer contributions to Health Savings Accounts.
• Pre-tax accounts for Health FSA, Dependent Care FSA, and commuter expenses.
• 401(k) retirement plan with employer match.
• Paid parental leave (up to 24 weeks for birth parents and 20 weeks for non-birthing parents), plus paid medical and caregiver leave (up to 8 weeks).
• Paid time off: flexible PTO for exempt employees and up to 15 days annually for non-exempt employees.
• 13+ paid company holidays and multiple coordinated company office closures, plus paid sick or safe time as required by law.
• 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 and additional taxable fringe benefits such as charitable donation matching and wellness stipends.

More benefits details are available to candidates during the hiring process.