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Account Director, Federal Civilian

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OpenAI

1mo ago

  • Job
    Full-time
    Expert Level
  • Government & Politics
    Sales & Business Development
  • Washington
    Remote

AI generated summary

  • You must have 14+ years in federal sales, consistently achieving >$2M/year, plus expertise in federal deal strategies, government contracting, and strong communication with senior agency leaders.
  • You will manage federal accounts, drive AI adoption, oversee revenue targets, analyze metrics, monitor the federal landscape, collaborate cross-functionally, and support team development.

Requirements

  • 14+ 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.).

Responsibilities

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

FAQs

What is the job title for this position?

The job title is Account Director, Federal Civilian.

What is the primary mission of OpenAI?

OpenAI's mission is to build safe artificial general intelligence (AGI) which benefits all of humanity.

What does the Federal Sales team aim to achieve?

The Federal Sales team aims to help government customers understand the transformative impact that highly capable AI models can bring to their agencies and missions.

What are the main responsibilities of the Account Director in this role?

The main responsibilities include managing federal accounts, leading customers through their AI adoption journey, collaborating with internal teams, owning revenue targets, and analyzing federal account metrics.

What is the target revenue that the Account Director is expected to manage?

The Account Director is expected to manage a federal consumption revenue target.

Is this position remote, and if so, where is it based?

Yes, this position is remote and is based in Washington, DC.

What experience is required for this role?

Candidates should have 14+ years of experience selling platform-as-a-service and/or software-as-a-service into federal government accounts, with a track record of achieving federal revenue targets of over $2M per year.

What kind of market intelligence is the Account Director expected to gather?

The Account Director is expected to gather detailed federal market intelligence, including agency priorities, policy changes, and competitor activities.

Does OpenAI support diversity and equal opportunity in hiring?

Yes, OpenAI is an equal opportunity employer and does not discriminate on the basis of race, religion, national origin, gender, sexual orientation, age, veteran status, disability, or any other legally protected status.

What is the compensation for this role?

The compensation for this role is $315K plus offers of equity.

What personal qualities are emphasized for candidates in this role?

Candidates should be strategic thinkers, customer-centric, curious about artificial intelligence, builders, and excited by new challenges.

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OpenAI

Technology
Industry
201-500
Employees
2025
Founded Year

Mission & Purpose

OpenAI is an AI research and deployment company dedicated to ensuring that general-purpose artificial intelligence benefits all of humanity. AI is an extremely powerful tool that must be created with safety and human needs at its core. OpenAI is dedicated to putting that alignment of interests first — ahead of profit. To achieve our mission, we must encompass and value the many different perspectives, voices, and experiences that form the full spectrum of humanity. Our investment in diversity, equity, and inclusion is ongoing, executed through a wide range of initiatives, and championed and supported by leadership. 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.

Culture & Values

  • AGI focus

    We are committed to building safe, beneficial AGI that will have a massive positive impact on humanity's future. Anything that doesn’t help with that is out of scope.

  • Intense and scrappy

    Building something exceptional requires hard work (often on unglamorous stuff) and urgency; everything (that we choose to do) is important. Be unpretentious and do what works; find the best ideas wherever they come from.

  • Scale

    We believe that scale— in our models, our systems, ourselves, our processes, and our ambitions—is magic. When in doubt, scale it up.

  • Make something people love

    Our technology and products should have a transformatively positive effect on people’s lives.

  • Team spirit

    Our biggest advances, and differentiation, come from effective collaboration in and across teams. Although our teams have increasingly different identities and priorities, the overall purpose and goals have to remain perfectly aligned. Nothing is someone else’s problem.

Benefits

  • Health, dental, and vision insurance

  • Mental healthcare support and services

  • Commuter benefits

  • 401(k) with generous matching

  • Domestic conference budget for each employee

  • Flexible working hours

  • 20 weeks paid parental leave

  • Life and AD&D insurance

  • Annual learning & development stipend

  • Team-driven celebrations and events