Account Director, Government Scale

OpenAI

Account Director in OpenAI for Government developing sales strategies for public sector clients. Engage federal, state, and local governments to drive AI adoption.

Posted 6/10/2026full-timeWashington, DC • California, District of Columbia, Washington • 🇺🇸 United StatesLead💰 $198,000 - $290,000 per yearWebsite

Tech Stack

Tools & technologies

AWSCloud

About the role

Key responsibilities & impact

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.
Partner with Solutions Engineering, Technical Success, Legal, Policy, Security, and other internal teams on technical, procurement, compliance, and deployment questions.
Identify larger or more complex strategic opportunities and transition them effectively to the appropriate senior Account Director.
Maintain accurate pipeline, forecasting, customer follow-up, and account records.
Develop repeatable playbooks for government inbound, qualification, routing, reseller execution, and common customer questions.
Surface recurring customer, product, procurement, and partner insights to improve OpenAI's government go-to-market motion.

Requirements

What you’ll need

Have approximately 4-7 years of relevant B2B SaaS, cloud, or technical sales experience, including demonstrated full-cycle closing ownership.
Have run strong discovery, built credible deal strategies, navigated multiple stakeholders, and independently closed smaller or mid-market opportunities.
Can manage a high-volume portfolio without sacrificing customer experience, judgment, or follow-through.
Communicate complex technical and commercial concepts clearly to working-level and executive audiences.
Are curious about AI and can quickly learn how OpenAI's products create value, where they may not be a fit, and how to discuss tradeoffs responsibly.
Operate with high ownership, strong prioritization, and comfort in a fast-changing environment.
Enjoy building processes, documenting playbooks, and improving how a team works.

Benefits

Comp & perks

Medical, dental, and vision insurance for you and your family, with employer contributions to Health Savings Accounts
Pre-tax accounts for Health FSA, Dependent Care FSA, and commuter expenses (parking and transit)
401(k) retirement plan with employer match
Paid parental leave (up to 24 weeks for birth parents and 20 weeks for non-birthing parents), plus paid medical and caregiver leave (up to 8 weeks)
Paid time off: flexible PTO for exempt employees and up to 15 days annually for non-exempt employees
13+ paid company holidays, and multiple paid coordinated company office closures throughout the year for focus and recharge, plus paid sick or safe time (1 hour per 30 hours worked, or more, as required by applicable state or local law)
Mental health and wellness support
Employer-paid basic life and disability coverage
Annual learning and development stipend to fuel your professional growth
Daily meals in our offices, and meal delivery credits as eligible
Relocation support for eligible employees
Additional taxable fringe benefits, such as charitable donation matching and wellness stipends, may also be provided.

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

B2B SaaS salescloud salestechnical salesfull-cycle closingdiscoverydeal strategypipeline managementforecastingcustomer follow-upaccount management

Soft Skills

relationship buildingcommunicationcuriosityprioritizationownershipjudgmentprocess improvementdocumentationadaptabilitystakeholder management