# Account Director, Federal Partnerships

**Company:** [OpenAI](https://hotfix.jobs/companies/openai)
**Location:** Washington, DC
**Role:** Partnerships
**Salary:** $178k – $302k/yr
**Experience:** 10+ years
**Skills:** SaaS, Paas, Government Contracting, Procurement Processes, AI, Federal Sales, Revenue Forecasting, Account Management, Partnership Management, Go-to-Market Strategy
**Posted:** 2026-05-14

> Drives federal account strategies, manages key government partnerships, and leads AI adoption for agencies while owning revenue targets and collaborating cross-functionally. Requires 10+ years selling SaaS/PaaS to federal customers with deep government procurement expertise.

## Job Description

## Responsibilities
- Manage a focused set of key federal accounts, developing and executing comprehensive federal account plans
- Lead federal customers through their AI adoption journey, from consideration to successful deployment
- Partner with solutions and research engineering to build and execute complex government customer programs and projects
- Own and manage a federal consumption revenue target
- Oversee consumption revenue forecasting and reporting
- Analyze key federal account metrics and provide insights to internal and external stakeholders
- Closely monitor the federal 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 federal-focused team members
- Foster the development of our company culture within the federal practice

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

## Nice-to-haves
- Deep understanding of go-to-market best practices
- Customer-centric approach with trusted relationships in government
- Passion for artificial intelligence and its applications
- Experience building systems and processes for federal requirements
- Thrives on complex federal challenges and innovative solutions

## Similar roles

- [Director, Alliance Management](https://hotfix.jobs/jobs/d39f3935-16ad-453f-a0a6-ba21969f789d) - Nerdio - Remote - $175k – $225k/yr
- [Head of Business, Tech & Finance Partnerships](https://hotfix.jobs/jobs/5a649355-d8b5-4b8d-8f1c-92fa1196f379) - Substack - San Francisco, CA - $175k – $225k/yr
- [Senior Director, GSI Partner Management](https://hotfix.jobs/jobs/89f1a604-0f14-415d-a1f8-2839abd0fc85) - Celonis - New York, NY - $184k – $216k/yr
- [Head of ISV, AMER Industries](https://hotfix.jobs/jobs/046fd609-ae17-42fd-8a38-3ccda7d6e238) - Databricks - Remote - $172k – $237k/yr
- [Strategic Partner Director, Channel Sales](https://hotfix.jobs/jobs/7b5628bb-dae8-4ec7-8b9f-7a61245455bc) - Socure - Carson City, NV - $170k – $185k/yr

**Apply:** https://hotfix.jobs/jobs/8bf476a2-7b42-4134-94a8-6b2da626ad4b
**Canonical:** https://hotfix.jobs/jobs/8bf476a2-7b42-4134-94a8-6b2da626ad4b