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Federal Account Director – Intelligence Community
OpenAI. Manage key U.S. Intelligence Community accounts and execute comprehensive account strategies . Lead Intelligence Community customers through AI adoption from initial consideration through deployment and expansion .
Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates extensive experience in managing U.S. Intelligence Community accounts, executing complex account strategies, and driving revenue growth through high-value technology sales. Proven ability to build relationships with senior leaders and navigate procurement and contracting processes within classified environments.
Highest-signal resume keywords
10+ Years Selling Commercial TechnologyActive Top Secret Clearance With Full Scope PolygraphExperience Developing Complex Account StrategiesEstablished Senior-Level Network Across Intelligence CommunityProven Experience Selling Cloud And Cybersecurity Solutions
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
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Hard Skills
Account ManagementDeal Strategy DevelopmentRevenue ForecastingPipeline ManagementMarket Intelligence AnalysisTechnical Capability TranslationSales Cycle ManagementProcurement NavigationContracting RequirementsAI Infrastructure Sales
Soft Skills
Relationship BuildingCommunication SkillsCollaborationLeadershipStrategic Thinking
Tools & Technologies
Cloud SolutionsCybersecurity TechnologiesHybrid-Cloud EnvironmentsPlatform-As-A-ServiceSoftware-As-A-Service
Certifications & Qualifications
Top Secret ClearanceFull Scope Polygraph
Industry Keywords
Intelligence CommunityMIP Funding CyclesNIP Funding CyclesClassified Contract VehiclesEnterprise TechnologyFederal Systems IntegratorsMulti-Stakeholder DealsAcquisition TrendsMission OutcomesOn-Premises Deployment
Tech Stack
Tools & technologiesCloudCyber Security
About the role
Key responsibilities & impact- Manage key U.S. Intelligence Community accounts and execute comprehensive account strategies
- Lead Intelligence Community customers through AI adoption from initial consideration through deployment and expansion
- Build trusted relationships with senior leaders, mission owners, technical stakeholders, acquisition professionals, and decision-makers
- Partner with Solutions and Research Engineering teams on complex customer programs and deployments
- Develop capture and co-sell strategies with federal systems integrators and specialized mission partners
- Align opportunity planning and deal strategy to MIP and NIP funding cycles, classified contract vehicles, appropriations timing, and approval chains
- Demonstrate value across cloud, hybrid, on-premises, and air-gapped environments and translate technical fit into mission outcomes
- Own and manage an Intelligence Community consumption revenue target
- Develop pipeline, lead complex deal strategies, and drive opportunities through the full sales cycle
- Oversee revenue forecasting, pipeline management, and account reporting
- Analyze account performance and provide actionable insights
- Monitor Intelligence Community priorities, policies, acquisition trends, competitors, and partners to inform product roadmaps and company strategy
- Navigate security, compliance, procurement, and contracting requirements
- Collaborate with Solutions, Product, Engineering, Government Affairs, Marketing, Communications, Business Operations, People Operations, Finance, and Legal
- Support recruitment and onboarding of Intelligence Community team members
- Help build and strengthen OpenAI’s culture and operating model within the Intelligence Community practice
Requirements
What you’ll need- 10+ years selling commercial technology, including platform-as-a-service, software-as-a-service, cloud, data, cybersecurity, or other enterprise technology, to the U.S. Intelligence Community
- Documented track record of closing high-value, multi-stakeholder enterprise technology deals across major Intelligence Community organizations and supporting ecosystems
- Active Top Secret clearance with Full Scope Polygraph
- Experience developing and executing complex account and deal strategies within the Intelligence Community
- Experience navigating Intelligence Community procurement, acquisition, contracting, security, and deployment processes
- Deep familiarity with MIP and NIP funding cycles, classified contract vehicles, multi-year programs of record, and extended acquisition timelines
- Established senior-level network of GS-15/SES/SIS and C-suite relationships across major Intelligence Community organizations and supporting ecosystems
- Experience partnering with federal systems integrators and specialized mission partners on capture strategies, co-selling, and program expansion
- Proven experience selling cloud, cybersecurity, hybrid-cloud, or AI infrastructure into sensitive or classified environments, including on-premises and air-gapped deployment patterns
- Consistent growth delivery in fast-paced, high-performance environments
- Experience working directly with senior Intelligence Community executives, mission leaders, technical stakeholders, and decision-makers
- Deep relationships and familiarity with Intelligence Community missions, organizational structures, workflows, and buying processes
- Ability to translate technical capabilities into clear mission outcomes and strategic value
- Ability to communicate technical and strategic concepts clearly to Intelligence Community customers and internal stakeholders
- Experience leading high-visibility customer briefings, executive engagements, demonstrations, and industry events
- Experience gathering, distilling, and applying market intelligence, including agency priorities, policy developments, budget trends, acquisition strategies, and competitor activity
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 for focus and recharge
- Paid sick or safe time (1 hour per 30 hours worked, or more, as required by applicable state or local law)
- 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