Account Director

Summary

Join OpenAI's Go To Market (GTM) team as a State & Local Government (SLG) Sales representative to help public sector organizations leverage AI for improved service delivery and efficiency. You will manage key accounts, guide customers through AI adoption, and partner with technical teams to build tailored solutions. Responsibilities include developing and executing account plans, managing revenue targets, forecasting performance, and staying current on public sector trends. This U.S. remote-flexible role requires 5+ years of SLG sales experience, exceeding $2M+ annual revenue targets, and deep understanding of SLG procurement processes. Success requires strong networking, navigating complex deals, and leading SLG-focused events. The ideal candidate is customer-first, public-sector fluent, a problem-solver, a builder, and passionate about AI.

Requirements

• 5+ years selling into state and/or local government accounts
• Demonstrated ability to consistently meet or exceed $2M+ in annual revenue targets within SLG organizations
• Deep understanding of SLG procurement processes, budget cycles, and RFP/contracting mechanisms (e.g., cooperative purchasing vehicles, NASPO, state contracts)
• A strong network and history of engagement with key SLG decision-makers and influencers
• Comfort navigating complex deal structures and coordinating internal resources to drive outcomes
• Experience leading SLG-focused events, demos, workshops, and co-innovation sessions
• Ability to synthesize public sector priorities (e.g., digital equity, smart cities, workforce modernization) and translate them into AI-powered solutions

Responsibilities

• Manage a focused portfolio of key state and local government accounts, developing and executing comprehensive SLG account plans
• Guide SLG customers through their AI adoption journey—from initial education to successful, scalable deployment
• Partner with technical and research teams to build high-impact solutions tailored to government priorities such as public health, infrastructure, safety, education, and labor
• Own and manage a state and local government revenue target with a focus on consumption-based growth
• Forecast, report, and analyze SLG performance and pipeline metrics
• Stay current with public sector trends, funding cycles, legislation, and procurement frameworks that influence state and local IT strategies
• Collaborate cross-functionally across product, marketing, legal, support, operations, and engineering to deliver exceptional value to customers
• Help onboard and mentor team members focused on state and local accounts
• Cultivate a public service-oriented culture within our SLG practice

Preferred Qualifications

• Are customer-first. You’re passionate about helping government agencies better serve the public. You build trust with leaders in state departments, city governments, and public agencies
• Are public-sector fluent. You understand the nuances of SLG structures, budget cycles, funding streams, and procurement challenges—and know how to navigate them effectively
• Are a problem-solver. You embrace the complexities of government work and bring creative, AI-enabled solutions to unique community needs
• Are a builder. You’re energized by shaping a new business segment. You create repeatable processes and scalable strategies tailored to SLG
• Are passionate about AI. You are excited about the opportunity to help public institutions responsibly adopt powerful technology that can improve lives and communities

Benefits

This role is U.S. remote-flexible, with a preference for candidates based near major metros