Federal Account Director, Intelligence Community

Responsibilities

• Manage a focused set of key U.S. Intelligence Community accounts, developing and executing comprehensive account strategies.
• Lead Intelligence Community customers through their AI adoption journey, from initial consideration through successful deployment and expansion.
• Build trusted relationships with senior leaders, mission owners, technical stakeholders, acquisition professionals, and other decision-makers across the Intelligence Community.
• Partner with Solutions and Research Engineering teams to design and execute complex customer programs and deployments.
• Develop and execute capture and co-sell strategies with federal systems integrators and specialized mission partners to position OpenAI in multi-year programs of record.
• Align opportunity planning and deal strategy to MIP and NIP funding cycles, classified contract vehicles, appropriations timing, and extended approval chains.
• Work with cleared technical teams to demonstrate value across cloud, hybrid, on-premises, and air-gapped environments and translate technical fit into mission outcomes.
• Own and manage an Intelligence Community consumption revenue target.
• Develop pipeline, lead complex deal strategies, and drive opportunities through the full sales cycle.
• Oversee revenue forecasting, pipeline management, and account reporting.
• Analyze account performance and provide actionable insights to internal and external stakeholders.
• Closely monitor Intelligence Community priorities, policies, acquisition trends, competitors, and partners to inform product roadmaps and company strategy.
• Navigate complex security, compliance, procurement, and contracting requirements associated with Intelligence Community customers.
• Collaborate cross-functionally with Solutions, Product, Engineering, Government Affairs, Marketing, Communications, Business Operations, People Operations, Finance, and Legal.
• Support the recruitment and onboarding of team members focused on the Intelligence Community.
• Help build and strengthen OpenAI’s culture and operating model within the Intelligence Community practice.

Requirements

• 10+ years selling commercial technology, including platform-as-a-service, software-as-a-service, cloud, data, cybersecurity, or other enterprise technology, to the U.S. Intelligence Community.
• Documented track record of closing high-value, multi-stakeholder enterprise technology deals across major Intelligence Community organizations and their supporting ecosystems.
• Active Top Secret clearance with Full Scope Polygraph.
• Experience developing and executing complex account and deal strategies within the Intelligence Community.
• Experience navigating Intelligence Community procurement, acquisition, contracting, security, and deployment processes.
• Deep familiarity with MIP and NIP funding cycles, classified contract vehicles, multi-year programs of record, and extended acquisition timelines.
• Established senior-level network of GS-15/SES and C-suite relationships across major Intelligence Community organizations and their supporting ecosystems.
• Experience partnering with federal systems integrators and specialized mission partners on capture strategies, co-selling, and program expansion.
• Proven experience selling cloud, cybersecurity, hybrid-cloud, or AI infrastructure into sensitive or classified environments, including on-premises and air-gapped deployment patterns.
• Consistently delivering growth in fast-paced, high-performance environments.
• Experience working directly with senior Intelligence Community executives, mission leaders, technical stakeholders, and decision-makers.
• Deep relationships and native familiarity with Intelligence Community missions, organizational structures, workflows, and buying processes.
• Experience translating technical capabilities into clear mission outcomes and strategic value.
• Experience communicating technical and strategic concepts clearly to both Intelligence Community customers and internal stakeholders.
• Experience leading high-visibility customer briefings, executive engagements, demonstrations, and industry events.
• Experience gathering, distilling, and applying detailed market intelligence, including agency priorities, policy developments, budget trends, acquisition strategies, and competitor activity.

Nice-to-Haves

• Customer-centric approach motivated to deeply understand defense customers’ priorities and help them achieve mission-critical objectives using AI.
• Passion or deep curiosity about artificial intelligence.
• Builder mindset with ability to establish robust systems and processes tailored to defense customer requirements.
• Excitement for solving complex, mission-critical defense and national security problems.
• Strategic mindset with deep understanding of defense go-to-market best practices.