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OpenAI's Federal Sales team is seeking an Account Director to lead enterprise AI adoption within the U.S. federal government. This role combines strategic account management, technical acumen, and deep federal procurement expertise to drive transformative AI deployments across government agencies.
You will manage a focused portfolio of key federal accounts, owning the entire sales cycle from pipeline generation through closure and post-deployment success. Working closely with solutions engineers, researchers, and strategy teams, you'll guide federal customers through AI adoption journeys, helping agencies understand how frontier AI models can advance mission-critical objectives. You'll own consumption revenue targets (historically >$2M annually) and provide forecasting, analytics, and market intelligence to inform both product roadmaps and corporate strategy.
Key responsibilities include: developing comprehensive federal account plans; leading complex government customer programs in partnership with technical teams; managing federal consumption revenue targets and forecasting; analyzing account metrics and providing stakeholder insights; monitoring the federal landscape (agencies, policies, competitors); collaborating cross-functionally across solutions, marketing, product, engineering, and finance; supporting recruitment and culture-building within the federal practice.
You bring 14+ years of enterprise SaaS/PaaS sales experience specifically into federal government accounts, with a track record of consistently achieving multi-million-dollar federal revenue targets. You have deep familiarity with government contracting, procurement processes, and the ability to navigate complex federal deal strategies. You communicate technical and strategic concepts clearly to both government executives and internal stakeholders, and you excel at gathering and synthesizing federal market intelligence.
You are a strategist who thinks in years, deeply customer-centric with trusted relationships across federal agencies, passionate about AI's potential to benefit government missions, and energized by solving bespoke federal-specific challenges. The role is based in Washington, DC with a hybrid model (3 days/week in office). Relocation assistance is available.
