Account Director, Federal Civilian

OpenAI•Washington, DC

1d•$178,200 - $301,500•Hybrid

About The Position

The Account Director will help federal government customers understand and realize the impact of advanced AI on their agencies and missions. The role combines technical understanding, strategic planning, partnership management, and value-driven sales tailored to federal customers. It drives opportunities through the complete federal sales cycle, from pipeline generation to closure, working closely with researchers, engineers, and solution strategists. The position is based in Washington, DC, with a hybrid schedule of three days in the office per week.

Requirements

14 or more years of experience selling platform-as-a-service and/or software-as-a-service to federal government accounts.
A consistent record of achieving federal revenue targets exceeding $2 million per year over multiple years.
Experience designing and executing complex federal deal strategies, including familiarity with government contracting and procurement processes.
Experience supporting growth in fast-paced, high-performance federal environments.
Experience working directly with senior government executives and federal agency leaders.
Ability to communicate technical and strategic concepts clearly to government customers and internal stakeholders.
Experience gathering, distilling, and processing detailed federal market intelligence, including agency priorities, policy changes, and competitor activities.

Responsibilities

Manage a focused set of key federal accounts and develop and execute comprehensive federal account plans.
Guide federal customers through their AI adoption journey, from consideration to successful deployment.
Partner with solutions and research engineering teams 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.
Monitor federal agencies, policies, competitors, and partners to inform product roadmaps and corporate strategies.
Collaborate with solutions, marketing, communications, business operations, people operations, finance, product management, and engineering.
Support recruitment and onboarding of federal-focused team members.
Foster the development of company culture within the federal practice.
Lead high-visibility federal customer events, briefings, and industry engagements.