# Account Director, Government Scale

**Company:** [OpenAI](https://hotfix.jobs/companies/openai)
**Location:** Washington, DC, San Francisco, CA
**Role:** Account Executive
**Salary:** $198k – $290k/yr
**Experience:** 4+ years
**Skills:** B2B SaaS Sales, Cloud Sales, Technical Sales, Full-Cycle Sales, Pipeline Management, Deal Strategy, Stakeholder Management, Government Sales, Reseller Management, Aws Marketplace
**Posted:** 2026-06-10

> Own a portfolio of smaller and mid-sized federal, state, and local government agencies, running full-cycle sales from inbound qualification through close while building scalable playbooks and transitioning strategic deals.

## Job Description

## 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.

## Similar roles

- [Director, Enterprise Sales](https://hotfix.jobs/jobs/ec7b74e9-dec7-4632-ac7d-92d1d732bd3a) - Ditto - Remote - $197k – $247k/yr
- [Director of Strategic Sales](https://hotfix.jobs/jobs/8f621bee-7b41-4385-a084-e51140b4f220) - Abridge - Remote - $200k – $200k/yr
- [Director Private Securities](https://hotfix.jobs/jobs/ee3be80d-0fcc-4294-be34-8bf49e0b9a4b) - Forge - San Francisco, CA - $200k – $350k/yr
- [Director, Private Securities](https://hotfix.jobs/jobs/7e67339d-9759-468d-9daa-0847be9d516c) - Forge - New York, NY - $200k – $350k/yr
- [Senior Director of Business Development - US Government](https://hotfix.jobs/jobs/514aac41-6cef-4920-8b2d-cc411988375a) - Quindar - Arvada, CO - $200k – $250k/yr

**Apply:** https://hotfix.jobs/jobs/3925bbaa-b6d6-4b11-ae94-19ce6c02f5d4
**Canonical:** https://hotfix.jobs/jobs/3925bbaa-b6d6-4b11-ae94-19ce6c02f5d4