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OpenAI

Account Director, Federal Partnerships

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.

178k – 302kWashington, DCPartnershipsHybrid10+ YOE
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About the role

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

Skills

SaaSPaasGovernment ContractingProcurement ProcessesAIFederal SalesRevenue ForecastingAccount ManagementPartnership ManagementGo-to-Market Strategy

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