Account Director, Federal Civilian

About the team
The OpenAI for Government team is a dynamic, mission-driven group leveraging frontier AI to transform how governments achieve their missions. Our team works to empower public servants with secure, compliant AI tools (e.g., ChatGPT Enterprise, ChatGPT Gov) and mission-aligned deployments that meet government technical requirements with strong reliability and safety.

About the role

Our Federal Sales team has a unique mission to help government customers understand the transformative impact that highly capable AI models can bring to their agencies and missions. This role combines technical understanding, strategic vision, partnership management, and value-driven strategy tailored specifically to federal customers.

You’ll drive key opportunities through the entire federal sales cycle, from pipeline generation to closure. You’ll collaborate closely with researchers, engineers, and solution strategists to help government customers advance their missions through AI.

This role is based in Washington DC. We use a hybrid work model of 3 days in the office per week. We offer relocation assistance.

In this role, you'll:

- Manage a focused set of key federal accounts, developing and executing comprehensive 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 execute complex government customer programs and projects.

- Own and manage a federal consumption revenue target.

- Oversee consumption revenue forecasting and reporting.

- Analyze key federal account metrics and provide insights to internal and external stakeholders.

- Closely monitor the federal landscape (agencies, policies, competitors, partners, etc.) to inform product roadmaps and corporate strategies.

- Collaborate cross-functionally with solutions, marketing, communications, business operations, people operations, finance, product management, and...