Account Director, Federal Partnerships

OpenAI, Inc.

Job Overview

Location

Washington, DC

Job Type

Full-time

Full Job Description

📋 Description

• Manage a focused portfolio of key federal government accounts, developing and executing comprehensive federal account plans to drive AI adoption across agencies.
• Lead federal customers through the full AI adoption journey—from initial consideration and evaluation to successful deployment and scaled consumption of OpenAI’s products.
• Partner directly with solutions strategists, researchers, and engineering teams to design and deliver complex, mission-aligned AI programs tailored to federal customer needs.
• Own and exceed annual federal consumption revenue targets, with a consistent track record of achieving >$2M in annual federal revenue.
• Oversee accurate forecasting, reporting, and analysis of federal consumption metrics, providing actionable insights to internal stakeholders and external government partners.
• Act as the primary liaison between OpenAI and senior federal executives, building trusted relationships with agency leaders across defense, intelligence, civilian, and public safety domains.
• Monitor and analyze the evolving federal landscape—including agency priorities, policy changes, procurement regulations, competitor activity, and partner ecosystems—to inform product roadmaps and corporate strategy.
• Design and lead high-visibility federal customer events, briefings, and industry engagements to showcase OpenAI’s capabilities and strengthen government trust in AI technologies.
• Collaborate cross-functionally with marketing, communications, business operations, people operations, finance, product management, and engineering teams to align federal initiatives with company-wide goals.
• Support the recruitment, onboarding, and development of new federal-focused team members to scale OpenAI’s federal practice with operational excellence.
• Establish and refine systems, processes, and playbooks specifically tailored to federal contracting, procurement, compliance, and security requirements.
• Drive strategic initiatives that elevate OpenAI’s federal go-to-market approach, raising the bar for how AI is positioned, sold, and implemented in government environments.
• Translate technical AI capabilities into clear, mission-focused value propositions for non-technical federal stakeholders, ensuring alignment with agency missions and regulatory frameworks.
• Proactively identify and solve bespoke federal challenges requiring multidimensional knowledge of government operations, acquisition law, and security protocols.
• Contribute to the cultivation of OpenAI’s culture within the federal practice by modeling integrity, customer-centricity, and innovation in government engagement.
• Gather, synthesize, and distill detailed federal market intelligence—including emerging priorities, policy shifts, and competitive threats—to enable strategic decision-making at the executive level.
• Maintain rigorous adherence to all applicable federal compliance standards, data handling protocols, and security requirements in all customer interactions and internal processes.
• Advocate for federal customer needs within OpenAI’s product and engineering teams, ensuring feedback loops directly influence product development and feature prioritization.
• Serve as a senior representative of OpenAI in federal industry forums, interagency working groups, and public sector technology conferences.
• Plan and execute long-term federal growth strategies with a multi-year horizon, aligning internal stakeholders and external partners to achieve sustained mission impact and revenue growth.

🎯 Requirements

• 10+ years selling platform-as-a-service (PaaS) and/or software-as-a-service (SaaS) specifically into federal government accounts
• Consistently achieved federal revenue targets of >$2M per year over multiple years
• Proven experience designing and executing complex federal deal strategies with deep familiarity with government contracting and procurement processes
• Demonstrated success working directly with senior government executives and federal agency leaders
• Ability to communicate technical and strategic AI concepts clearly to both government customers and internal technical teams
• Experience leading high-visibility federal customer events, briefings, and industry engagements

🏖️ Benefits

• Hybrid work model with 3 days per week in the Washington, DC office
• Relocation assistance for new employees
• Opportunity to shape the future of AI deployment in critical government missions
• Access to cutting-edge AI technology and collaboration with world-leading AI researchers and engineers

Skills & Technologies

Hybrid

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OpenAI, Inc.

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About OpenAI, Inc.

OpenAI is a San Francisco-based artificial intelligence research and deployment company founded in 2015. It develops large-scale AI models such as GPT, DALL-E, and Codex, providing cloud APIs and consumer applications like ChatGPT. Originally established as a non-profit, it later created a capped-profit subsidiary to attract capital while maintaining its mission to ensure artificial general intelligence benefits all of humanity.

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