Government Account Director, National Security

OpenAI, Inc.

Job Overview

Location

Washington, DC

Job Type

Full-time

Full Job Description

📋 Description

• Manage a focused portfolio of key U.S. Defense and Intelligence Community accounts, developing and executing comprehensive, mission-driven account plans to drive AI adoption.
• Lead national security customers through the full AI adoption journey—from initial consideration to successful deployment—tailoring solutions to mission-critical operational needs.
• Partner directly with research engineers, solutions strategists, and product teams to design and implement complex AI programs tailored to Defense and Intelligence Community requirements.
• Own and deliver on a National Security Community consumption revenue target, ensuring accurate forecasting, reporting, and pipeline management.
• Analyze key account metrics and provide actionable insights to internal stakeholders and external customers to inform strategic decision-making.
• Monitor the evolving national security landscape—including agency priorities, policy changes, competitor activities, and partner ecosystems—to guide product roadmap development and corporate strategy.
• Collaborate cross-functionally with government affairs, marketing, communications, business operations, people operations, finance, product management, and engineering teams to align execution across the organization.
• Support the recruitment, onboarding, and development of new team members focused on defense and intelligence accounts to scale the National Security practice.
• Foster and strengthen OpenAI’s company culture within the National Security Community by building trusted relationships with senior executives and decision-makers across defense and intelligence agencies.
• Lead high-visibility customer events, briefings, and industry engagements to showcase OpenAI’s AI capabilities and strategic value to national security stakeholders.
• Gather, distill, and process detailed market intelligence on Defense and Intelligence Community workflows, procurement processes, and security protocols to inform go-to-market strategy.
• Communicate complex technical and strategic AI concepts clearly to non-technical national security executives and internal teams with varying levels of AI literacy.
• Design and execute complex deal strategies within government contracting frameworks, including familiarity with security clearance requirements, acquisition regulations, and procurement cycles.
• Build and refine systems and processes specifically tailored to the unique operational, compliance, and security demands of the Defense and Intelligence Community.
• Drive innovation in how AI is deployed within national security contexts, embracing bespoke challenges that require multidimensional knowledge and adaptive problem-solving.
• Maintain deep curiosity and enthusiasm for artificial intelligence, actively educating defense customers on AI’s strategic implications and mission-enhancing potential.
• Operate with a customer-centric mindset, prioritizing the achievement of national security missions over commercial outcomes alone.
• Thrive in fast-paced, high-performance environments where agility, precision, and discretion are essential to success.

🎯 Requirements

• 10+ years selling commercial technology (PaaS, SaaS) specifically to the U.S. Defense and Intelligence Community
• Active Top Secret security clearance
• Proven experience designing and executing complex deal strategies within Defense or National Security contexts, including government contracting and procurement processes
• Demonstrated ability to work directly with senior National Security executives and decision-makers
• Deep familiarity with defense and intelligence workflows, agency priorities, and security clearance ecosystems
• Strong track record of building trusted relationships and leading high-visibility engagements with national security stakeholders

🏖️ 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 in national security and contribute to OpenAI’s mission of ensuring AGI benefits all of humanity
• Access to cutting-edge AI technology and collaboration with world-class 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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