Account Director, Federal DoD

OpenAI; Washington (District of Columbia); On-site; USD 150,000 - 200,000; Full time

Job summary

A leading company is seeking an Account Director for Federal DoD to manage key accounts and drive AI adoption in defense and intelligence sectors. The role requires extensive experience in government sales, strategic vision, and partnership management. Join a mission-driven team focused on impactful AI solutions.

Qualifications

• 14+ years selling platform or software-as-a-service into DOD and Intelligence Community accounts.
• Consistently achieving revenue targets >$2M/year.

Responsibilities

• Manage key DOD and Intelligence Community accounts.
• Lead customers through their AI adoption journey.
• Own and manage a DOD and Intelligence Community revenue target.

Skills

Customer-centric

Strategic vision

Technical understanding

Partnership management

Job description

Join to apply for the Account Director, Federal DoD role at OpenAI

About The Team
OpenAI’s mission is to build safe artificial general intelligence (AGI) which benefits all of humanity. This long-term undertaking brings the world’s best scientists, engineers, and business professionals into one lab together to accomplish this.

About The Role
Our Government Sales team has a unique mission to help defense and intelligence 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 DOD and Intelligence Community customers.

In This Role, You'll

1. Manage key DOD and Intelligence Community accounts, developing and executing comprehensive account plans.
2. Lead defense and intelligence customers through their AI adoption journey, from consideration to deployment.
3. Partner with solutions and research engineering teams to build and execute complex defense and intelligence customer programs.
4. Own and manage a DOD and Intelligence Community revenue target.
5. Oversee revenue forecasting and reporting.
6. Analyze account metrics and provide insights to stakeholders.
7. Monitor landscape (agencies, policies, competitors, partners) to inform strategies.
8. Collaborate cross-functionally with various teams including marketing, product, and engineering.
9. Support recruitment and onboarding for defense and intelligence accounts.
10. Foster company culture within the DOD and Intelligence Community practice.

We're Seeking Someone With Experience Including

1. 14+ years selling platform or software-as-a-service into DOD and Intelligence Community accounts.
2. Consistently achieving revenue targets >$2M/year.
3. Designing and executing complex deal strategies within government contexts, familiar with contracting, security clearances, procurement.
4. Supporting growth in high-performance DOD and Intelligence environments.
5. Working with senior defense and intelligence decision-makers.
6. Communicating technical and strategic concepts clearly.
7. Leading high-visibility events and industry engagements.
8. Gathering and analyzing market intelligence.

You Might Thrive In This Role If You

1. Are customer-centric, building trusted relationships with senior stakeholders.
2. Have a passion or curiosity about AI and its strategic implications.
3. Are a builder, impacting company growth and establishing robust systems.
4. Enjoy solving complex, mission-critical problems with innovative solutions.
5. Are a strategist, proactively contributing to long-term initiatives.

About OpenAI
OpenAI is dedicated to ensuring that general-purpose AI benefits all of humanity, pushing AI capabilities safely and ethically. We value diverse perspectives and are an equal opportunity employer. We consider qualified applicants with arrest or conviction records, in accordance with applicable laws. We provide reasonable accommodations for applicants with disabilities. For more info, see OpenAI’s policies and privacy statement.

Additional Details

• Seniority level: Director
• Employment type: Full-time
• Job function: Sales and Business Development
• Industries: Research Services