Account Director, Federal Civilian

OpenAI is hiring an Account Director for Federal Civilian on its Federal Sales team, based in Washington, DC. The role is for someone who can manage a focused set of key federal accounts and guide government customers from first consideration of AI through to deployment. It combines technical understanding, strategic planning, and partnership management aimed specifically at federal agencies.

What you will do

• Manage a focused set of key federal accounts, developing and executing federal account plans.
• Lead federal customers through their AI adoption journey, from consideration to successful deployment.
• Partner with solutions and research engineering to build and run complex government customer programs and projects.
• Own and manage a federal consumption revenue target, including forecasting and reporting.
• Analyze key federal account metrics and provide insights to internal and external stakeholders.
• Monitor the federal landscape — agencies, policies, competitors, partners — to inform product roadmaps and corporate strategies.
• Collaborate with solutions, marketing, communications, business operations, people operations, finance, product management, and engineering.
• Support recruitment and onboarding of federal-focused team members and help develop company culture within the federal practice.

What they are looking for

• 14+ years selling platform-as-a-service and/or software-as-a-service specifically into federal government accounts.
• A record of hitting federal revenue targets of more than $2M per year consistently over multiple years.
• Experience designing and executing complex federal deal strategies, with familiarity in government contracting and procurement.
• Experience supporting growth in fast-paced, high-performance federal environments.
• Experience working directly with senior government executives and federal agency leaders.
• Ability to communicate technical and strategic concepts clearly to government customers and internal stakeholders.
• Experience leading high-visibility federal customer events, briefings, and industry engagements.
• Ability to gather, distill, and process detailed federal market intelligence such as agency priorities, policy changes, and competitor activity.

Who tends to thrive here

The listing describes a strategist who understands go-to-market practices and plans years ahead while bringing stakeholders along. It also calls for someone customer-centric, who wants to understand federal customers' priorities and build trusted relationships with government executives across agencies. Curiosity or passion for artificial intelligence matters, including enthusiasm for educating government customers on AI capabilities and their strategic implications. The role suits a builder who enjoys shaping how the company grows its federal business and setting up processes tailored to federal requirements, and someone who is eager to experiment with new solutions inside government environments.

Pay, location, and work model

The salary range is $178.2K to $301.5K, with equity offered. The role is based in Washington, DC, and uses a hybrid work model of 3 days in the office per week. Relocation assistance is offered.

About OpenAI

OpenAI is an AI research and deployment company working to ensure that general-purpose artificial intelligence benefits all of humanity. The OpenAI for Government team works with public servants on secure, compliant AI tools such as ChatGPT Enterprise and ChatGPT Gov, and on mission-aligned deployments that meet government technical requirements. OpenAI states that it is an equal opportunity employer and does not discriminate on the basis of race, religion, color, national origin, sex, sexual orientation, age, veteran status, disability, genetic information, or other legally protected characteristics. Background checks are administered in accordance with applicable law, and qualified applicants with arrest or conviction records will be considered consistent with those laws, including the San Francisco Fair Chance Ordinance, the Los Angeles County Fair Chance Ordinance for Employers, and the California Fair Chance Act for US-based candidates. Reasonable accommodations for applicants with disabilities are available on request.