Account Director, Federal Civilian

About the Position

Account Director, Federal Civilian

Join the dynamic team at OpenAI for Government and play a pivotal role in driving AI adoption across federal agencies. This role combines technical expertise, strategic vision, and partnership management to empower public servants with secure, compliant AI tools.

Location

• Washington, DC

Employment Type

• Full time

Location Type

• Hybrid

Department

• OpenAI for Gov

Compensation

• $178.2K – $301.5K • Offers Equity

The base pay offered may vary depending on multiple individualized factors, including market location, job-related knowledge, skills, and experience. If the role is non-exempt, overtime pay will be provided consistent with applicable laws. In addition to the salary range listed above, total compensation also includes generous equity, performance-related bonus(es) for eligible employees, and the following benefits.

• 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.

More details about our benefits are available to candidates during the hiring process.

This role is at-will and OpenAI reserves the right to modify base pay and other compensation components at any time based on individual performance, team or company results, or market conditions.

Responsibilities

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 engineering.
• Support the recruitment and onboarding of federal-focused team members.
• Foster the development of our company culture within the federal practice.

Requirements

We're seeking someone with experience including:

• 14+ years selling platform-as-a-service and/or software-as-a-service specifically into federal government accounts.
• Achieving federal revenue targets of >$2M per year consistently over multiple years.
• Designing and executing complex federal deal strategies, including familiarity with government contracting and procurement processes.
• Supporting growth in fast-paced, high-performance federal environments.
• Working directly with senior government executives and federal agency leaders.
• Communicating technical and strategic concepts clearly to government customers and internal stakeholders.
• Leading high-visibility federal customer events, briefings, and industry engagements.
• Gathering, distilling, and processing detailed federal market intelligence (agency priorities, policy changes, competitor activities, etc.).

Nice to Have

• Passionate or deeply curious about artificial intelligence.
• Excited by new challenges and solving complex federal-specific problems.

We Offer

• Competitive salary and equity.
• Comprehensive benefits package.
• Opportunities for professional growth and development.
• Collaborative and innovative work environment.

About the Company

OpenAI is an AI research and deployment company dedicated to ensuring that general-purpose artificial intelligence benefits all of humanity. We push the boundaries of the capabilities of AI systems and seek to safely deploy them to the world through our products. AI is an extremely powerful tool that must be created with safety and human needs at its core, and to achieve our mission, we must encompass and value the many different perspectives, voices, and experiences that form the full spectrum of humanity.

We are an equal opportunity employer, and we do not discriminate on the basis of race, religion, color, national origin, sex, sexual orientation, age, veteran status, disability, genetic information, or other applicable legally protected characteristic.

For additional information, please see OpenAI’s Affirmative Action and Equal Employment Opportunity Policy Statement.

Background checks for applicants will be administered in accordance with applicable law, and qualified applicants with arrest or conviction records will be considered for employment 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.

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We are committed to providing reasonable accommodations to applicants with disabilities, and requests can be made via this link.

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