Account Director, Federal Partnerships at OpenAI

Account Director, Federal Partnerships

Location

Washington, DC

Employment Type

Full time

Location Type

Hybrid

Department

OpenAI for Gov

Compensation

• $178.2K – $301.5K • Offers Equity

The base pay offered may vary depending on multiple individualized factors, including market location, job-related knowledge, skills, and experience. If the role is non-exempt, overtime pay will be provided consistent with applicable laws. In addition to the salary range listed above, total compensation also includes generous equity, performance-related bonus(es) for eligible employees, and the following benefits.

Benefits

• Medical, dental, and vision insurance for you and your family, with employer contributions to Health Savings Accounts

• Pre-tax accounts for Health FSA, Dependent Care FSA, and commuter expenses (parking and transit)

• 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 paid coordinated company office closures throughout the year for focus and recharge, plus paid sick or safe time (1 hour per 30 hours worked, or more, as required by applicable state or local law)

• Mental health and wellness support

• Employer-paid basic life and disability coverage

• Annual learning and development stipend to fuel your professional growth

• Daily meals in our offices, and meal delivery credits as eligible

• Relocation support for eligible employees

• Additional taxable fringe benefits, such as charitable donation matching and wellness stipends, may also be provided.

About the team

OpenAI’s mission is to build safe artificial general intelligence (AGI) which benefits all of humanity. This long-term undertaking brings the world’s 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 organisation. 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 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 and offer relocation assistance to new employees.

In this role, you'll:

• 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

• Analyse 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

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

We're seeking someone with experience including:

• 10+ years selling platform-as-a-service and/or software-as-a-service 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 fast-paced, high-performance 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 high-visibility 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 organisation. You think and plan forward on the order of years and bring internal and external stakeholders along with your strategy.

• Are customer-centric. You are motivated to deeply understand federal customers’ priorities and help them achieve their mission-critical objectives using AI. You build trusted relationships with government executives and stakeholders across agencies.

• Have a strong track record of success in federal sales. You have a proven ability to drive revenue growth and expand our presence in the federal market.

• Are passionate about AI and its potential to transform government agencies and missions. You are excited about the opportunity to help government customers leverage our AI products to drive innovation and improve outcomes.

• Are a strong communicator and collaborator. You are able to effectively communicate complex technical and strategic concepts to both technical and non-technical stakeholders, and you are able to collaborate with cross-functional teams to drive results.

• Are a lifelong learner. You are committed to ongoing learning and professional development, and you are excited about the opportunity to stay up-to-date on the latest developments in AI and federal sales.