Account Director – Federal Civilian

OpenAI

. Manage a focused set of key federal accounts and develop and execute comprehensive federal account plans .

Posted 10/20/2026full-timeUnited StatesLead💰 $178,200 - $301,500 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates extensive experience in managing federal accounts and executing comprehensive account plans, with a strong focus on achieving revenue targets and fostering relationships with government executives. Proficient in navigating government contracting processes and delivering insights through detailed market intelligence.

Highest-signal resume keywords

14+ Years Selling SaaS/PaaS Into Federal Government AccountsAchieving Federal Revenue Targets >$2M Per YearExperience Designing Complex Federal Deal StrategiesFamiliarity With Government Contracting ProcessesAbility To Communicate Technical Concepts To Government Customers

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Federal Account ManagementRevenue ForecastingMarket Intelligence AnalysisComplex Deal Strategy ExecutionAI Adoption Journey Management

Soft Skills

Relationship BuildingClear CommunicationCross-Functional CollaborationProblem SolvingCultural Fostering

Industry Keywords

Federal GovernmentPlatform-As-A-ServiceSoftware-As-A-ServiceGovernment Procurement ProcessesHigh-Performance Federal Environments

About the role

Key responsibilities & impact

Manage a focused set of key federal accounts and develop and execute 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
Monitor the federal landscape, including agencies, policies, competitors, and partners, to inform product roadmaps and corporate strategies
Collaborate cross-functionally with solutions, marketing, communications, business operations, people operations, finance, product management, and engineering
Support recruitment and onboarding of federal-focused team members
Foster company culture within the federal practice

Requirements

What you’ll need

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
Experience designing and executing complex federal deal strategies
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 leading high-visibility federal customer events, briefings, and industry engagements
Experience gathering, distilling, and processing detailed federal market intelligence
Deep understanding of go-to-market best practices
Ability to build trusted relationships with government executives and stakeholders across agencies
Passion or deep curiosity about artificial intelligence
Ability to establish robust systems and processes tailored to federal requirements
Ability to solve complex federal-specific problems
Ability to work from the DC office three days per week
Willingness to undergo background checks in accordance with applicable law

Benefits

Comp & perks

Equity
Performance-related bonus(es) for eligible employees
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)
Paid medical and caregiver leave (up to 8 weeks)
Flexible PTO for exempt employees and up to 15 days annually for non-exempt employees
13+ paid company holidays
Multiple paid coordinated company office closures throughout the year
Paid sick or safe time
Mental health and wellness support
Employer-paid basic life and disability coverage
Annual learning and development stipend
Daily meals in offices and meal delivery credits as eligible
Relocation support for eligible employees
Charitable donation matching and wellness stipends may also be provided