OpenAI Account Director, Federal Civilian at OpenAI manages federal accounts and drives AI adoption in government agencies. The role involves strategic federal sales, partnership management, and revenue forecasting.
Responsibilities
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 value-driven strategy tailored specifically to federal customers.
You’ll drive key opportunities through the entire federal sales cycle, from pipeline generation to closure. You’ll collaborate closely with researchers, engineers, and solution strategists to help government customers advance their missions through AI.
This role is based in Washington DC. We use a hybrid work model of 3 days in the office per week. We offer relocation assistance.
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 cross-functionally with solutions, marketing, communications, business operations, people operations, finance, product management, and engineering.
Support the recruitment and onboarding of federal-focused team members.
Qualification
Required
14+ years selling platform-as-a-service and/or software-as-a-service into federal government accounts
Consistent achievement of federal revenue targets >$2M per year
Experience designing and executing complex federal deal strategies
Experience working with senior government executives and federal agency leaders
Experience communicating technical and strategic concepts clearly
