# Account Director, State and Local Government

**Company:** [OpenAI](https://hotfix.jobs/companies/openai)
**Location:** Washington, DC, San Francisco, CA
**Role:** Account Executive
**Salary:** $261k – $335k/yr
**Experience:** 10+ years
**Skills:** Artificial Intelligence, Enterprise Technology, Digital Transformation, Government Procurement, Rfps, Government Contracting, Account Planning, Revenue Forecasting, Market Intelligence, Sales Strategy
**Posted:** 2026-09-03

> Owns strategic state and local government accounts, driving enterprise AI adoption and complex public-sector sales from pipeline through deployment. Requires 10+ years of government technology sales or transformation experience, executive relationships, procurement expertise, and a sustained record of exceeding $2 million in annual revenue targets.

## Job Description

## Responsibilities
- Manage a focused portfolio of strategic state and local government accounts, developing and executing comprehensive account plans.
- Lead customers through AI adoption from initial consideration through successful deployment.
- Lead opportunities through the full sales cycle, from pipeline development to close.
- Partner with Solutions and Research Engineering on complex customer programs and projects.
- Own consumption revenue targets, forecasting, and reporting.
- Analyze account metrics and provide insights to stakeholders.
- Monitor agencies, policies, competitors, and partners to inform product and corporate strategy.
- Build executive relationships with state CIOs, agency leaders, innovation offices, procurement stakeholders, and other senior decision-makers.
- Collaborate with Solutions, Marketing, Communications, Business Operations, People Operations, Finance, Product Management, and Engineering.
- Support recruitment and onboarding for the state and local government team.
- Lead customer events, executive briefings, and industry engagements.
- Travel regularly to engage customers, partners, and industry stakeholders.

## Requirements
- 10+ years of experience selling enterprise technology solutions to state and local government customers, or leading digital transformation, AI adoption, enterprise modernization, innovation initiatives, or large-scale technology deployments within government.
- Track record of exceeding $2 million in annual state and local government revenue targets over multiple years.
- Experience designing and executing complex deal strategies, including state procurement processes, cooperative purchasing vehicles, requests for proposals, and government contracting mechanisms.
- Experience working directly with senior government executives and agency leaders.
- Experience selling to large state agencies, cities, counties, public safety organizations, transportation agencies, or other complex public-sector organizations.
- Ability to communicate technical and strategic concepts clearly.
- Ability to gather, distill, and apply market intelligence on agency priorities, policy changes, and competitor activity.
- Strong relationships across government leaders, technology stakeholders, and partner communities.

## Preferred Qualifications
- Strategic, customer-centric approach to government technology adoption.
- Passion for or deep curiosity about artificial intelligence.
- Ability to operate strategically while executing tactically in a fast-paced environment.
- Experience building systems and processes tailored to government requirements.

## Compensation
- Annual salary range: $261,000–$335,000.

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