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OpenAI's Government team is seeking an Account Director to lead a portfolio of strategic state and local government accounts. This role combines technical understanding, strategic vision, partnership management, and a value-driven approach tailored to public sector customers.
You will own key opportunities through the entire sales cycle, from pipeline development through close, managing a focused set of accounts and developing comprehensive account plans. You'll lead state and local government customers through their AI adoption journeys, from initial consideration through successful deployment, partnering with Solutions and Research Engineering to build and execute complex customer programs.
Key responsibilities include managing consumption revenue targets and forecasting, analyzing account metrics, monitoring the state and local government landscape (agencies, policies, competitors, partners), and building executive relationships with state CIOs, agency leaders, innovation offices, and procurement stakeholders. You'll collaborate cross-functionally across Solutions, Marketing, Communications, Business Operations, Finance, Product, and Engineering teams, and support recruitment and onboarding of team members focused on this practice.
Required experience: 10+ years selling enterprise technology to state and local government customers or leading digital transformation, AI adoption, or large-scale technology deployments from within government. Track record of consistently achieving $2M+ annual state and local government revenue targets over multiple years. Expertise in complex deal strategies including state procurement processes, cooperative purchasing, RFPs, and government contracting. Experience working with senior government executives, large state agencies, cities, counties, public safety, transportation, and other complex government organizations.
You should thrive in startup environments, operate strategically while executing tactically, think across multiyear horizons, and be deeply customer-centric. Passion for AI and its application to government missions is essential. The role requires regular travel to engage customers and stakeholders. Based in Washington, DC or San Francisco with hybrid work (3 days in-office per week); relocation assistance available.
