Account Director, Federal Civilian

About the team
OpenAIs mission is to build safe artificial general intelligence (AGI) which benefits all of humanity. This longterm undertaking brings the worlds best scientists engineers and business professionals into one lab together to accomplish this.

In pursuit of this mission our Go To Market (GTM) team is responsible for helping customers learn how to leverage and deploy our highly capable AI products across their organization. The team comprises Sales Solutions Support Marketing and Partnership professionals who collaborate to create valuable solutions that will help bring AI to as many users as possible.

About the role

Our Federal Sales team has a unique mission to help government customers understand the transformative impact that highly capable AI models can bring to their agencies and missions. This role combines technical understanding strategic vision partnership management and valuedriven strategy tailored specifically to federal customers.

Youll drive key opportunities through the entire federal sales cycle from pipeline generation to closure. Youll collaborate closely with researchers engineers and solution strategists to help government customers advance their missions through AI.

This role is a remote role based in Washington DC.

In this role youll:

• Manage a focused set of key federal accounts developing and executing 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.

• Oversee consumption revenue forecasting and reporting.

• Analyze key federal account metrics and provide insights to internal and external stakeholders.

• Closely monitor the federal landscape (agencies policies competitors partners etc.) to inform product roadmaps and corporate strategies.

• Collaborate crossfunctionally with solutions marketing communications business operations people operations finance product management and engineering.

• Support the recruitment and onboarding of federalfocused team members.

• Foster the development of our company culture within the federal practice.

Were seeking someone with experience including:

• 14 years selling platformasaservice and/or softwareasaservice specifically into federal government accounts.

• Achieving federal revenue targets of >$2M per year consistently over multiple years.

• Designing and executing complex federal deal strategies including familiarity with government contracting and procurement processes.

• Supporting growth in fastpaced highperformance federal environments.

• Working directly with senior government executives and federal agency leaders.

• Communicating technical and strategic concepts clearly to government customers and internal stakeholders.

• Leading highvisibility federal customer events briefings and industry engagements.

• Gathering distilling and processing detailed federal market intelligence (agency priorities policy changes competitor activities etc.).

You might thrive in this role if you:

• Are a strategist. You deeply understand go to market best practices and raise the bar for our organization. You think and plan forward on the order of years and bring internal and external stakeholders along with your strategy.

• Are customercentric. You are motivated to deeply understand federal customers priorities and help them achieve their missioncritical objectives using AI. You build trusted relationships with government executives and stakeholders across agencies.

• Have a passion or deep curiosity about artificial intelligence. You embrace the opportunity to help deploy OpenAIs technology in a way that benefits federal missions and humanity. Youre enthusiastic about educating government customers on AI capabilities and strategic implications.

• Are a builder. You enjoy impacting how our company grows its federal business. You excel in establishing robust systems and processes tailored to federal requirements executing them with precision and agility.

• Are excited by new challenges. You thrive when solving complex federalspecific problems. Bespoke challenges requiring multidimensional federal knowledge excite you and youre eager to experiment with innovative solutions within government environments.

• Are a strategist. You deeply understand federal gotomarket best practices and proactively contribute to strategic initiatives. You plan years ahead effectively aligning internal and external federal stakeholders to achieve longterm objectives.

About OpenAI

OpenAI is an AI research and deployment company dedicated to ensuring that generalpurpose artificial intelligence benefits all of humanity. We push the boundaries of the capabilities of AI systems and seek to safely deploy them to the world through our products. AI is an extremely powerful tool that must be created with safety and human needs at its core and to achieve our mission we must encompass and value the many different perspectives voices and experiences that form the full spectrum of humanity.

We are an equal opportunity employer and we do not discriminate on the basis of race religion color national origin sex sexual orientation age veteran status disability genetic information or other applicable legally protected characteristic.

For additional information please see OpenAIs Affirmative Action and Equal Employment Opportunity Policy Statement.

Qualified applicants with arrest or conviction records will be considered for employment in accordance with applicable law including the San Francisco Fair Chance Ordinance the Los Angeles County Fair Chance Ordinance for Employers and the California Fair Chance Act. For unincorporated Los Angeles County workers: we reasonably believe that criminal history may have a direct adverse and negative relationship with the following job duties potentially resulting in the withdrawal of a conditional offer of employment: protect computer hardware entrusted to you from theft loss or damage; return all computer hardware in your possession (including the data contained therein) upon termination of employment or end of assignment; and maintain the confidentiality of proprietary confidential and nonpublic information. In addition job duties require access to secure and protected information technology systems and related data security obligations.

We are committed to providing reasonable accommodations to applicants with disabilities and requests can be made via this link.

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At OpenAI we believe artificial intelligence has the potential to help people solve immense global challenges and we want the upside of AI to be widely shared. Join us in shaping the future of technology.