# Account Director, Federal Partnerships
**Company:** [OpenAI](https://hotfix.jobs/companies/openai)
**Location:** Washington, DC
**Salary:** $178K-$302K
**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
**Apply:** https://hotfix.jobs/jobs/account-director-federal-partnerships-at-openai-8bf476a2-7b42-4134-94a8-6b2da626ad4b
**Canonical:** https://hotfix.jobs/jobs/account-director-federal-partnerships-at-openai-8bf476a2-7b42-4134-94a8-6b2da626ad4b