Account Director, Government Scale
OpenAIAbout the Team
OpenAI's mission is to ensure that artificial general intelligence benefits all of humanity. Our OpenAI for Government team helps public-sector organizations understand, adopt, and deploy highly capable AI products in support of their missions. The team brings together Sales, Solutions, Partnerships, Technical Success, Legal, Policy, and other cross-functional partners to help government customers use AI responsibly and effectively.
About the Role
We are looking for an Account Director to help build and run our scaled sales motion for federal, state, and local government customers. You will be a first point of contact for government organizations exploring OpenAI, own a portfolio of smaller and mid-sized agencies, and help customers navigate the path from initial interest through a successful commercial engagement.
This is a full-cycle sales role. You will qualify inbound demand, create new opportunities, perform targeted outbound outreach, coordinate with resellers and strategic partners, and independently close a defined class of opportunities. You will also recognize when an opportunity should graduate to a senior Account Director and make that transition seamless for the customer.
This role is ideal for a seller who combines strong discovery and closing skills with the operational discipline to build a new motion. You will help OpenAI respond to government demand at scale while ensuring that every customer receives clear, accurate, and thoughtful guidance.
This role is based in Washington DC or San Francisco. 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 will:
Own inbound response, discovery, qualification, follow-up, and disposition for an assigned set of federal, state, and local government customers.
Manage a portfolio of smaller and mid-sized agencies and lead appropriate opportunities through the full sales cycle.
Create pipeline through targeted outbound outreach and multithreading within priority government accounts and cohorts.
Build trusted relationships with government stakeholders, understand their missions and constraints, and connect them to relevant OpenAI capabilities.
Work closely with approved resellers, AWS, and other strategic partners to advance customer opportunities and navigate purchasing paths.
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