Federal Account Director, National Security

Our Government Sales team has a unique mission to help national security customers understand the transformative impact that highly capable AI models can bring to their critical missions. This role combines technical understanding, strategic vision, partnership management, and value-driven strategy specifically tailored to Defense and Intelligence Community customers.

You’ll drive key opportunities through the entire defense sales cycle, from pipeline generation to closure. You’ll collaborate closely with researchers, engineers, and solution strategists to help customers within the Defense and Intelligence Communities advance their national security missions through AI.

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

• Manage a focused set of key U.S. Defense and Intelligence Community accounts, developing and executing comprehensive account plans

• Lead Defense and Intelligence customers through their AI adoption journey, from consideration to successful deployment

• Partner with solutions and research engineering to build and execute complex defense customer programs and projects

• Own and manage a National Security Community consumption revenue target

• Oversee revenue forecasting and reporting

• Analyze key Defense and Intelligence account metrics and provide insights to internal and external stakeholders

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

• Collaborate cross-functionally with solutions, product engineering, government affairs, marketing, communications, business operations, people operations, finance, product management, and engineering

• Support the recruitment and onboarding of team members focused on defense and intelligence accounts

• Foster the development of our company culture within the National Security Community practice

• 10+ years selling commercial technology (platform-as-a-service, software-as-a-service, etc.) specifically to the National Security Community

• Top Secret clearance

• Designing and executing complex deal strategies within Defense or National Security contexts, including familiarity with government contracting, security clearances, and procurement processes

• Supporting growth in fast-paced, high-performance National Security environments

• Working directly with senior National Security executives and decision-makers. We are prioritizing candidates with deep relationships and native familiarity with defense and intelligence workflows.

• Communicating technical and strategic concepts clearly to National Security customers and internal stakeholders

• Leading high-visibility National Security customer events, briefings, and industry engagements

• Gathering, distilling, and processing detailed Defense and Intelligence Community market intelligence (agency priorities, policy changes, competitor activities, etc.)

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. For unincorporated Los Angeles County workers: we reasonably believe that criminal history may have a direct, adverse and negative relationship with the following job duties, potentially resulting in the withdrawal of a conditional offer of employment: protect computer hardware entrusted to you from theft, loss or damage; return all computer hardware in your possession (including the data contained therein) upon termination of employment or end of assignment; and maintain the confidentiality of proprietary, confidential, and non-public information. In addition, job duties require access to secure and protected information technology systems and related data security obligations.

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