Federal AI Partnerships Director

Openai; United States; Hybrid; USD 170,000 - 230,000; Full time

Job summary

OpenAI in Washington, DC is seeking a senior role to own a portfolio of emerging defense technology accounts. You will lead the account and deal strategy, coordinating with solutions and engineering teams to move customers from evaluation to deployment and sustained adoption.

The role requires 8+ years of relevant experience, strong executive communication, and the ability to navigate government and private-sector stakeholders.

Qualifications

• 8+ years of combined relevant experience across government, military service, defense technology, or PaaS/SaaS businesses, including at least 2 years in private-sector, customer-facing roles.

Responsibilities

• Lead account strategy and commercial execution for your emerging defense technology portfolio, from discovery and negotiation through close and expansion.
• Support the broader partnerships team on larger strategic relationships across the defense industrial base.
• Work with solutions and engineering teams to move customers from AI evaluation to deployment and sustained adoption.
• Maintain accurate pipeline, consumption forecasts, and clear next steps.
• Build trusted executive and technical relationships, connecting AI capabilities to business and mission outcomes.
• Anticipate customer needs and bring customer and market insights into product and partnership decisions.
• Coordinate across the company to advance deals, remove blockers, and deliver on customer commitments.

Skills

Account leadership

Strategic dealmaking

SAAS sales

Executive communication

Customer relationship management

AI product knowledge

Tools

APIs

Workflow integration

Job description

OpenAI in Washington, DC is seeking a senior role to own a portfolio of emerging defense technology accounts. You will lead the account and deal strategy, coordinating with solutions and engineering teams to move customers from evaluation to deployment and sustained adoption.

The role requires 8+ years of relevant experience, strong executive communication, and the ability to navigate government and private-sector stakeholders.