Federal Account Director, Intelligence Community

OpenAI
Washington
Workplace: HybridFull timeUSD 261,000 - 335,000 annuallyFunction: Government & Public AdministrationExperience: 10+ yearsSkills: ["Customer-centric","Relationship management","Strategic planning","Communication","Cross-functional collaboration"]

Drive end-to-end sales for OpenAI’s Intelligence Community accounts, guiding AI adoption from pipeline generation through deployment and expansion. Own a consumption revenue target, lead complex capture and co-sell strategies with systems integrators and mission partners, and oversee forecasting, reporting, and account performance. Partner with Solutions and Research Engineering to design programs across cloud, hybrid, on-premises, and air-gapped environments, translating technical fit into mission outcomes.

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FursaFursa
OpenAI
OpenAI
1 month ago

Federal Account Director, Intelligence Community

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Source: Company careers pageValidated by: Fursa AI
Last checked: 3 hours agoStatus: Live

Job Summary

Drive end-to-end sales for OpenAI’s Intelligence Community accounts, guiding AI adoption from pipeline generation through deployment and expansion. Own a consumption revenue target, lead complex capture and co-sell strategies with systems integrators and mission partners, and oversee forecasting, reporting, and account performance. Partner with Solutions and Research Engineering to design programs across cloud, hybrid, on-premises, and air-gapped environments, translating technical fit into mission outcomes.
Location: Washington
Workplace: Hybrid
Employment Type: Full time
Job Function: Government & Public Administration
Seniority: Director level

Key Responsibilities

  • •Manage a focused set of key U.S. Intelligence Community accounts and execute comprehensive account strategies.
  • •Lead customers through the AI adoption journey from initial consideration through deployment and expansion.
  • •Build trusted relationships with senior leaders, mission owners, technical stakeholders, acquisition professionals, and other decision-makers.
  • •Partner with Solutions and Research Engineering teams to design and execute complex customer programs and deployments.
  • •Develop capture and co-sell strategies, drive opportunities through the full sales cycle, and oversee revenue forecasting, pipeline management, and account reporting.
Travel: High travel

Pay and Benefits

Salary: USD 261,000 - 335,000 annually
Equity and Bonus:Equity
Perks:EquityRelocation

Key Requirements

  • •10+ years selling commercial technology (e.g., platform/SaaS, cloud, data, cybersecurity) to the U.S. Intelligence Community.
  • •Active Top Secret clearance with Full Scope Polygraph.
  • •Documented track record closing high-value, multi-stakeholder enterprise technology deals across Intelligence Community organizations.
  • •Experience developing and executing complex account and deal strategies, including Intelligence Community procurement, acquisition, contracting, security, and deployment processes.
  • •Deep familiarity with MIP and NIP funding cycles, classified contract vehicles, and multi-year programs of record; strong senior network across GS-15/SES/SIS and C-suite relationships.
Experience:10+ yearsU.S. Intelligence CommunityEnterprise technologyCloudCybersecurityAI infrastructure
Skills:Customer-centricRelationship managementStrategic planningCommunicationCross-functional collaboration
Tech Stack:CloudHybrid-cloudOn-premisesAir-gapped environments

Eligibility

Security Clearance:Top Secret (Full Scope Polygraph)

Company Brief

OpenAI
Develops and deploys advanced generative AI models (including ChatGPT and DALL·E) and AI infrastructure, providing APIs and consumer products to accelerate safe AGI for broad benefit.
Industry: AI & Machine Learning
Company Size: Enterprise (1,001+ employees)
Revenue: USD 1B+
Growth: Scaleup
Valuation: Hectocorn (USD 100B+)
Funding: Series E+
Headquarters: San Francisco, United States
Founded: 2015
Glassdoor
Glassdoor: 4.4
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