Account Director

Summary

Join OpenAI's Government Sales team and help defense and intelligence customers leverage AI for their critical missions. This remote role, based in Washington, DC, requires managing key accounts, leading customers through AI adoption, and partnering with engineers and strategists. You will own revenue targets, forecast consumption, analyze key metrics, and monitor the defense and intelligence landscape. Collaboration with various teams and support for team recruitment are also key aspects. The role demands experience in selling platform-as-a-service/software-as-a-service to DOD and Intelligence Community accounts, achieving significant revenue targets, and navigating government contracting processes.

Requirements

• 14+ years selling platform-as-a-service and/or software-as-a-service specifically into DOD and Intelligence Community accounts
• Achieving defense and intelligence revenue targets of >$2M per year consistently over multiple years
• Designing and executing complex deal strategies within DOD and Intelligence Community contexts, including familiarity with government contracting, security clearances, and procurement processes
• Supporting growth in fast-paced, high-performance DOD and Intelligence Community environments
• Working directly with senior defense and intelligence executives and decision-makers
• Communicating technical and strategic concepts clearly to defense and intelligence customers and internal stakeholders
• Leading high-visibility defense and intelligence customer events, briefings, and industry engagements
• Gathering, distilling, and processing detailed DOD and Intelligence Community market intelligence (agency priorities, policy changes, competitor activities, etc.)

Responsibilities

• Manage a focused set of key DOD 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 and intelligence customer programs and projects
• Own and manage a DOD and Intelligence Community consumption revenue target
• Oversee consumption revenue forecasting and reporting
• Analyze key DOD and Intelligence Community account metrics and provide insights to internal and external stakeholders
• Closely monitor the defense and intelligence landscape (agencies, policies, competitors, partners, etc.) to inform product roadmaps and corporate strategies
• Collaborate cross-functionally with solutions, 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 DOD and Intelligence Community practice

Preferred Qualifications

• Are customer-centric. You are motivated to deeply understand defense and intelligence customers’ priorities and help them achieve their mission-critical objectives using AI. You build trusted relationships with senior executives and stakeholders across DOD and intelligence agencies
• Have a passion or deep curiosity about artificial intelligence. You embrace the opportunity to help deploy OpenAI’s technology in ways that advance national security missions and benefit humanity. You’re enthusiastic about educating defense and intelligence customers on AI capabilities and strategic implications
• Are a builder . You enjoy impacting how our company grows its defense and intelligence business. You excel in establishing robust systems and processes tailored to DOD and intelligence requirements, executing them with precision and agility
• Are excited by new challenges. You thrive when solving complex, mission-critical defense and intelligence-specific problems. Bespoke challenges requiring multidimensional knowledge excite you, and you’re eager to experiment with innovative solutions within national security environments
• Are a strategist. You deeply understand DOD and intelligence go-to-market best practices and proactively contribute to strategic initiatives. You plan years ahead, effectively aligning internal and external defense and intelligence stakeholders to achieve long-term objectives