# Account Director, State and Local Government

**Company:** [OpenAI](https://hotfix.jobs/companies/openai)
**Location:** San Francisco, CA, Washington, DC
**Role:** Account Executive
**Salary:** $261k – $335k/yr
**Experience:** 10+ years
**Skills:** Enterprise Sales, State And Local Government Sales, Public Sector Sales, Government Contracting, Rfp Management, Account Management, Revenue Forecasting, Strategic Account Planning, Executive Relationship Management, Ai/Ml Solutions
**Posted:** 2026-06-10

> Own and grow a portfolio of strategic West Coast state and local government accounts, driving AI adoption and managing consumption revenue targets through complex public sector sales cycles.

## Job Description

## Responsibilities
- Manage a focused set of key state and local government accounts, developing and executing comprehensive state and local government account plans
- Lead state and local government 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 state and local government consumption revenue target
- Oversee consumption revenue forecasting and reporting
- Analyze key state and local government account metrics and provide insights to internal and external stakeholders
- Closely monitor the state and local government landscape (agencies, policies, competitors, partners, etc.) to inform product roadmaps and corporate strategies
- Build and maintain executive relationships with state CIOs, agency leaders, innovation offices, procurement stakeholders, and other senior public sector decision-makers
- Collaborate cross-functionally with solutions, marketing, communications, business operations, people operations, finance, product management, and engineering
- Support the recruitment and onboarding of state and local government-focused team members
- Foster the development of our company culture within the state and local government practice

## Requirements
- 10+ years of experience either selling enterprise technology solutions into state and local government customers or leading digital transformation, AI adoption, enterprise technology modernization, innovation initiatives, or large-scale technology deployments from within state and local government organizations
- Achieving state and local government revenue targets of >$2M per year consistently over multiple years
- Designing and executing complex state and local government deal strategies, including experience with state procurement processes, cooperative purchasing vehicles, RFPs, and government contracting mechanisms
- Supporting growth in fast-paced, high-performance state and local government environments
- Working directly with senior government executives and state and local government agency leaders
- Communicating technical and strategic concepts clearly to government customers and internal stakeholders
- Leading high-visibility state and local government customer events, briefings, and industry engagements
- Gathering, distilling, and processing detailed state and local government market intelligence (agency priorities, policy changes, competitor activities, etc.)
- Experience selling into large state agencies, cities, counties, public safety organizations, transportation agencies, higher education institutions, or other complex public sector organizations
- Deep familiarity with California and broader West Coast government ecosystems, including established relationships with government leaders, technology stakeholders, and partner communities

## Nice-to-Haves
- Thrive in a startup environment operating at both strategic and tactical levels
- Deep understanding of go-to-market best practices and ability to think and plan years ahead
- Customer-centric mindset with ability to build trusted relationships with government executives
- Passion or deep curiosity about artificial intelligence
- Builder mindset focused on establishing robust systems and processes
- Excitement for solving complex state and local government-specific problems

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