Account Director, Government Scale

Responsibilities

• Own inbound response, discovery, qualification, follow-up, and disposition for an assigned set of federal, state, and local government customers.
• Manage a portfolio of smaller and mid-sized agencies and lead appropriate opportunities through the full sales cycle.
• Create pipeline through targeted outbound outreach and multithreading within priority government accounts and cohorts.
• Build trusted relationships with government stakeholders, understand their missions and constraints, and connect them to relevant OpenAI capabilities.
• Work closely with approved resellers, AWS, and other strategic partners to advance customer opportunities and navigate purchasing paths.
• Partner with Solutions Engineering, Technical Success, Legal, Policy, Security, and other internal teams on technical, procurement, compliance, and deployment questions.
• Identify larger or more complex strategic opportunities and transition them effectively to the appropriate senior Account Director.
• Maintain accurate pipeline, forecasting, customer follow-up, and account records.
• Develop repeatable playbooks for government inbound, qualification, routing, reseller execution, and common customer questions.
• Surface recurring customer, product, procurement, and partner insights to improve OpenAI's government go-to-market motion.

Requirements

• Approximately 4-7 years of relevant B2B SaaS, cloud, or technical sales experience, including demonstrated full-cycle closing ownership.
• Strong discovery skills, credible deal strategies, ability to navigate multiple stakeholders, and independently close smaller or mid-market opportunities.
• Ability to manage a high-volume portfolio without sacrificing customer experience, judgment, or follow-through.
• Clear communication of complex technical and commercial concepts to working-level and executive audiences.
• Curiosity about AI and ability to quickly learn how OpenAI's products create value, where they may not be a fit, and how to discuss tradeoffs responsibly.
• High ownership, strong prioritization, and comfort in a fast-changing environment.
• Enjoy building processes, documenting playbooks, and improving how a team works.

Nice-to-Haves

• Selling to federal, state, local, education, or other regulated public-sector customers.
• Working with government resellers, contract vehicles, cloud marketplaces, systems integrators, or strategic technology partners.
• Navigating public-sector procurement, compliance, security, data-residency, or accessibility requirements.
• Building a new inside-sales, scaled-account, territory, or cohort-based sales motion.