# Federal Account Director, Intelligence Community

**Company:** [OpenAI](https://hotfix.jobs/companies/openai)
**Location:** Washington, DC
**Role:** Account Executive
**Salary:** $261k – $335k/yr
**Experience:** 10+ years
**Skills:** AI, cloud, Cybersecurity, paas, SaaS, top secret clearance, full scope polygraph, Account Management, Pipeline Management, Revenue Forecasting
**Posted:** 2026-07-21

> Drive sales and AI adoption for OpenAI within the U.S. Intelligence Community. Manage key accounts, build senior relationships, lead complex deals through the full sales cycle, and translate AI capabilities into mission outcomes. Requires 10+ years IC sales experience and active TS/SCI with Full Scope Polygraph.

## Job Description

## 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.

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