Account Director, Government Scale (AI)

TL;DR

Account Director, Government Scale (AI): Building and running a scaled sales motion for federal, state, and local government customers with an accent on full-cycle sales and public-sector procurement. Focus on qualifying inbound demand, managing a portfolio of government agencies, and developing repeatable playbooks for government GTM.

Location: Hybrid (Washington, DC or San Francisco), 3 days in office per week. Relocation assistance is provided.

Company

OpenAI is an AI research and deployment company dedicated to ensuring that general-purpose artificial intelligence benefits all of humanity.

What you will do

• Manage the full sales cycle for a portfolio of small and mid-sized government agencies.
• Qualify inbound demand and execute targeted outbound outreach to create pipeline.
• Build trusted relationships with government stakeholders to connect them to OpenAI capabilities.
• Collaborate with resellers, AWS, and internal legal/policy teams to navigate procurement and compliance.
• Develop repeatable playbooks for government inbound, qualification, and reseller execution.
• Identify and transition complex strategic opportunities to senior Account Directors.

Requirements

• 4-7 years of relevant B2B SaaS, cloud, or technical sales experience.
• Demonstrated full-cycle closing ownership and strong discovery skills.
• Ability to manage a high-volume portfolio without sacrificing quality or judgment.
• Capacity to communicate complex technical and commercial concepts to executive audiences.
• Must be based in or be able to relocate to Washington, DC or San Francisco.

Nice to have

• Experience selling to federal, state, local, or education public-sector customers.
• Experience working with government resellers, contract vehicles, or cloud marketplaces.
• Knowledge of public-sector procurement, compliance, security, and data-residency requirements.
• Experience building new inside-sales or cohort-based sales motions.

Culture & Benefits

• Hybrid work model with a requirement of 3 days in the office per week.
• Relocation assistance provided to new employees.
• Mission-driven environment focused on the safe deployment of AGI.
• Equal opportunity employer committed to diversity and inclusion.