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OpenAI for Government (OAI4G) is seeking a Global Account Director to lead the company's public-sector work across the UK, Middle East, and Latin America. You will build trusted relationships with government leaders, develop and execute account strategies, and guide complex opportunities from initial interest through successful adoption.
This is a full-cycle, highly cross-functional sales role combining technical understanding, strategic vision, partnership management, and value-driven execution. You will work with senior government, operational, technical, procurement, policy, and security stakeholders to identify high-impact AI use cases and translate them into credible commercial and deployment pathways across OpenAI's Platform API, Codex, and ChatGPT Enterprise.
Key responsibilities include:
- Own a focused portfolio of UK, Middle East, and Latin America public-sector accounts
- Build and execute comprehensive account plans mapping mission priorities, stakeholders, procurement paths, partners, use cases, risks, and expansion opportunities
- Drive complex opportunities through the full sales cycle: pipeline generation, discovery, qualification, capture, commercial strategy, negotiation, closure, adoption, and expansion
- Lead public-sector customers through their AI adoption journey, helping identify responsible, high-impact use cases
- Translate between government leaders, end users, technical teams, policy and security stakeholders, and internal partners
- Serve as the accountable customer lead for engagements tied to clear outcomes, milestones, adoption measures, and commercial commitments
- Work closely with Partnerships teams, system integrators, cloud providers, and strategic partners to shape joint pursuits and deployment models
- Develop capture strategies, competitive positioning, and proposal narratives reflecting UK, Middle East, and Latin America market conditions
- Navigate public-sector procurement, tendering, security, data-residency, compliance, and sovereignty requirements
- Build trusted relationships with senior government executives and decision-makers
- Maintain accurate pipeline, forecasting, account records, and executive reporting across markets and time zones
- Monitor government, technology, procurement, partner, and competitive landscapes, surfacing insights for product roadmaps and go-to-market strategy
- Represent OpenAI at government, partner, and industry forums
The role is based in London with a hybrid work model of 3 days in the office per week. Relocation assistance is offered.
Requirements:
- 10+ years in government, diplomacy, national security, international development, multilateral institutions, public-sector technology sales, business development, consulting, transformation, systems integration, or closely related field, with meaningful ownership of complex customer outcomes
- Direct experience in government, diplomacy, national security, foreign affairs, or international organisations, or very significant experience working with those customers in sensitive, regulated, or high-consequence environments
- Material experience operating credibly in sensitive or national-security-adjacent settings; an active or recently held government security clearance is valuable, and the ability to obtain or maintain any clearance required for the portfolio may be necessary
- Strong record of shaping and closing complex cross-border deals: account planning, discovery, qualification, stakeholder mapping, capture, proposal development, negotiations, forecasting, closure, adoption, and expansion
- Executive presence with senior diplomats, ministers, multilateral executives, government leaders, and decision-makers, alongside credibility with technical, operational, procurement, policy, and security stakeholders
- Sound understanding of multilateral and public-sector procurement, funding, contracting, security, privacy, data-residency, sovereignty, and compliance requirements across more than one Middle East or Latin America market
- Ability to orchestrate regional and international partners, including system integrators, resellers, cloud providers, development institutions, advisory partners, and delivery partners
- AI and enterprise-technology fluency sufficient to explain OpenAI's products, capabilities, limitations, and responsible-use trade-offs clearly to diplomatic, multilateral, and government audiences
- High ownership, exceptional written and verbal communication, diplomatic judgement under ambiguity, strong capacity management across regions and time zones, and willingness to travel across Middle East and Latin America and internationally as needed
Nice to have:
- Deep relationships across international organisations, regional bodies, development institutions, foreign affairs, defence, national security, or other sensitive public-sector communities
- Experience developing opportunities across more than one Middle East or Latin America market, ideally with exposure to international organisations or regional bodies
- Experience with AI/ML, cloud, data platforms, cybersecurity, API-based products, public-sector digital transformation, or regulated cross-border technology deployments
- Experience moving a complex cross-border opportunity from early mission discovery through procurement, deployment governance, adoption, and measurable outcomes
