Federal Account Director – Intelligence Community

OpenAI

Federal Account Director managing key U.S. Intelligence Community accounts achieving AI adoption.

Posted 7/21/2026full-timeWashington, DC • District of Columbia, Washington • 🇺🇸 United StatesLead💰 $261,000 - $335,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in managing key U.S. Intelligence Community accounts, executing complex account strategies, and driving revenue growth through high-value technology sales. Possesses deep familiarity with procurement processes, funding cycles, and the ability to translate technical capabilities into strategic mission outcomes.

Highest-signal resume keywords

10+ Years Selling TechnologyActive Top Secret ClearanceExperience with MIP and NIP Funding CyclesProven Experience in Cloud and Cybersecurity SalesEstablished Senior-Level Network in Intelligence Community

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Account Strategy DevelopmentDeal Strategy ExecutionRevenue ForecastingPipeline ManagementMarket Intelligence AnalysisTechnical Capability TranslationSales Cycle ManagementComplex Program DeploymentCapture Strategy DevelopmentContracting and Procurement Navigation

Soft Skills

Relationship BuildingCommunication SkillsCollaborationLeadershipInsight Generation

Tools & Technologies

Cloud InfrastructureCybersecurity SolutionsAI TechnologiesHybrid-Cloud SolutionsPlatform-as-a-Service

Certifications & Qualifications

Top Secret ClearanceFull Scope Polygraph

Industry Keywords

Intelligence CommunityFederal Systems IntegratorsMulti-Year Programs of RecordClassified Contract VehiclesAcquisition Trends

Tech Stack

Tools & technologies

CloudCyber Security

About the role

Key responsibilities & impact

Manage a focused set of key U.S. Intelligence Community accounts, developing and executing comprehensive account strategies.
Lead Intelligence Community customers through their AI adoption journey, from initial consideration through successful deployment and expansion.
Build trusted relationships with senior leaders, mission owners, technical stakeholders, acquisition professionals, and other decision-makers across the Intelligence Community.
Partner with Solutions and Research Engineering teams to design and execute complex customer programs and deployments.
Develop and execute capture and co-sell strategies with federal systems integrators and specialized mission partners to position OpenAI in multi-year programs of record.
Align opportunity planning and deal strategy to MIP and NIP funding cycles, classified contract vehicles, appropriations timing, and extended approval chains.
Work with cleared technical teams to demonstrate value across cloud, hybrid, on-premises, and air-gapped environments and translate technical fit into mission outcomes.
Own and manage an Intelligence Community consumption revenue target.
Develop pipeline, lead complex deal strategies, and drive opportunities through the full sales cycle.
Oversee revenue forecasting, pipeline management, and account reporting.
Analyze account performance and provide actionable insights to internal and external stakeholders.
Closely monitor Intelligence Community priorities, policies, acquisition trends, competitors, and partners to inform product roadmaps and company strategy.
Navigate complex security, compliance, procurement, and contracting requirements associated with Intelligence Community customers.
Collaborate cross-functionally with Solutions, Product, Engineering, Government Affairs, Marketing, Communications, Business Operations, People Operations, Finance, and Legal.
Support the recruitment and onboarding of team members focused on the Intelligence Community.
Help build and strengthen OpenAI’s culture and operating model within the Intelligence Community practice.

Requirements

What you’ll need

10+ years selling commercial technology, including platform-as-a-service, software-as-a-service, cloud, data, cybersecurity, or other enterprise technology, to the U.S. Intelligence Community.
A documented track record of closing high-value, multi-stakeholder enterprise technology deals across major Intelligence Community organizations and their supporting ecosystems.
An active Top Secret clearance with Full Scope Polygraph.
Developing and executing complex account and deal strategies within the Intelligence Community.
Navigating Intelligence Community procurement, acquisition, contracting, security, and deployment processes.
Deep familiarity with MIP and NIP funding cycles, classified contract vehicles, multi-year programs of record, and extended acquisition timelines.
An established senior-level network of GS-15/SES and C-suite relationships across major Intelligence Community organizations and their supporting ecosystems.
Experience partnering with federal systems integrators and specialized mission partners on capture strategies, co-selling, and program expansion.
Proven experience selling cloud, cybersecurity, hybrid-cloud, or AI infrastructure into sensitive or classified environments, including on-premises and air-gapped deployment patterns.
Consistently delivering growth in fast-paced, high-performance environments.
Working directly with senior Intelligence Community executives, mission leaders, technical stakeholders, and decision-makers.
Deep relationships and native familiarity with Intelligence Community missions, organizational structures, workflows, and buying processes.
Translating technical capabilities into clear mission outcomes and strategic value.
Communicating technical and strategic concepts clearly to both Intelligence Community customers and internal stakeholders.
Leading high-visibility customer briefings, executive engagements, demonstrations, and industry events.
Gathering, distilling, and applying detailed market intelligence, including agency priorities, policy developments, budget trends, acquisition strategies, and competitor activity.

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.