Federal Account Director, National Security

About the teamOpenAI’s mission is to build safe artificial general intelligence (AGI) which benefits all of humanity. This long-term undertaking brings the world’s best scientists, engineers, and business professionals into one lab together to accomplish this.In pursuit of this mission, our Go To Market (GTM) team is responsible for helping customers learn how to leverage and deploy our highly capable AI products across their organization. The team comprises Sales, Solutions, Support, Marketing, and Partnership professionals who collaborate to create valuable solutions that will help bring AI to as many users as possible.About the roleOur Government Sales team has a unique mission to help national security customers understand the transformative impact that highly capable AI models can bring to their critical missions. This role combines technical understanding, strategic vision, partnership management, and value-driven strategy specifically tailored to Defense and Intelligence Community customers.You’ll drive key opportunities through the entire defense sales cycle, from pipeline generation to closure. You’ll collaborate closely with researchers, engineers, and solution strategists to help customers within the Defense and Intelligence Communities advance their national security missions through AI.This role is based in Washington DC. We use a hybrid work model of 3 days in the office per week and offer relocation assistance to new employees.In this role, you'll:Manage a focused set of key U.S. Defense and Intelligence Community accounts, developing and executing comprehensive account plansLead Defense and Intelligence customers through their AI adoption journey, from consideration to successful deploymentPartner with solutions and research engineering to build and execute complex defense customer programs and projectsOwn and manage a National Security Community consumption revenue targetOversee revenue forecasting and reportingAnalyze key Defense and Intelligence account metrics and provide insights to internal and external stakeholdersClosely monitor the national security landscape (agencies, policies, competitors, partners, etc.) to inform product roadmaps and corporate strategiesCollaborate cross-functionally with solutions, product engineering, government affairs, marketing, communications, business operations, people operations, finance, product management, and engineeringSupport the recruitment and onboarding of team members focused on defense and intelligence accountsFoster the development of our company culture within the National Security Community practiceWe're seeking someone with experience including:10+ years selling commercial technology (platform-as-a-service, software-as-a-service, etc.) specifically to the National Security CommunityTop Secret clearance Designing and executing complex deal strategies within Defense or National Security contexts, including familiarity with government contracting, security clearances, and procurement processesSupporting growth in fast-paced, high-performance National Security environmentsWorking directly with senior National Security executives and decision-makers. We are prioritizing candidates with deep relationships and native familiarity with defense and intelligence workflows.Communicating technical and strategic concepts clearly to National Security customers and internal stakeholdersLeading high-visibility National Security customer events, briefings, and industry engagementsGathering, distilling, and processing detailed Defense and Intelligence Community market intelligence (agency priorities, policy changes, competitor activities, etc.)You might thrive in this role if you:Are customer-centric. You are motivated to deeply understand defense customers’ priorities and help them achieve their mission-critical objectives using AI. You build trusted relationships with senior executives and stakeholders across defense and national security agencies.Have a passion or deep curiosity about artificial intelligence. You embrace the opportunity to help deploy OpenAI’s technology in ways that advance national security missions and benefit humanity. You’re enthusiastic about educating defense customers on AI capabilities and strategic implications.Are a builder. You enjoy impacting how our company grows its defense and intelligence business. You excel in establishing robust systems and processes tailored to defense customer requirements, executing them with precision and agility.Are excited by new challenges. You thrive when solving complex, mission-critical defense and national security problems. Bespoke challenges requiring multidimensional knowledge excite you, and you’re eager to experiment with innovative solutions within national security environments.Are a strategist. You deeply understand defense go-to-market best practices and proactively contribute to strategic initiatives. You plan years ahead, effectively aligning internal and external defense and intelligence stakeholders to achieve long-termAbout OpenAIOpenAI is an AI research and deployment company dedicated to ensuring that general-purpose artificial intelligence benefits all of humanity. We push the boundaries of the capabilities of AI systems and seek to safely deploy them to the world through our products. AI is an extremely powerful tool that must be created with safety and human needs at its core, and to achieve our mission, we must encompass and value the many different perspectives, voices, and experiences that form the full spectrum of humanity. We are an equal opportunity employer, and we do not discriminate on the basis of race, religion, color, national origin, sex, sexual orientation, age, veteran status, disability, genetic information, or other applicable legally protected characteristic. For additional information, please see OpenAI’s Affirmative Action and Equal Employment Opportunity Policy Statement.Background checks for applicants will be administered in accordance with applicable law, and qualified applicants with arrest or conviction records will be considered for employment consistent with those laws, including the San Francisco Fair Chance Ordinance, the Los Angeles County Fair Chance Ordinance for Employers, and the California Fair Chance Act, for US-based candidates. For unincorporated Los Angeles County workers: we reasonably believe that criminal history may have a direct, adverse and negative relationship with the following job duties, potentially resulting in the withdrawal of a conditional offer of employment: protect computer hardware entrusted to you from theft, loss or damage; return all computer hardware in your possession (including the data contained therein) upon termination of employment or end of assignment; and maintain the confidentiality of proprietary, confidential, and non-public information. In addition, job duties require access to secure and protected information technology systems and related data security obligations.To notify OpenAI that you believe this job posting is non-compliant, please submit a report through this form. No response will be provided to inquiries unrelated to job posting compliance.We are committed to providing reasonable accommodations to applicants with disabilities, and requests can be made via this link.OpenAI Global Applicant Privacy PolicyAt OpenAI, we believe artificial intelligence has the potential to help people solve immense global challenges, and we want the upside of AI to be widely shared. Join us in shaping the future of technology.Compensation Range: $261K - $335KLocationWashington, DCEmployment TypeFull timeLocation TypeHybridDepartmentOpenAI for GovCompensation$261K – $335K • Offers EquityThe base pay offered may vary depending on multiple individualized factors, including market location, job-related knowledge, skills, and experience. If the role is non-exempt, overtime pay will be provided consistent with applicable laws. In addition to the salary range listed above, total compensation also includes generous equity, performance-related bonus(es) for eligible employees, and the following benefits.Medical, dental, and vision insurance for you and your family, with employer contributions to Health Savings AccountsPre-tax accounts for Health FSA, Dependent Care FSA, and commuter expenses (parking and transit)401(k) retirement plan with employer matchPaid parental leave (up to 24 weeks for birth parents and 20 weeks for non-birthing parents), plus paid medical and caregiver leave (up to 8 weeks)Paid time off: flexible PTO for exempt employees and up to 15 days annually for non-exempt employees13+ paid company holidays, and multiple paid coordinated company office closures throughout the year for focus and recharge, plus paid sick or safe time (1 hour per 30 hours worked, or more, as required by applicable state or local law)Mental health and wellness supportEmployer-paid basic life and disability coverageAnnual learning and development stipend to fuel your professional growthDaily meals in our offices, and meal delivery credits as eligibleRelocation support for eligible employeesAdditional taxable fringe benefits, such as charitable donation matching and wellness stipends, may also be provided.More details about our benefits are available to candidates during the hiring process.This role is at-will and OpenAI reserves the right to modify base pay and other compensation components at any time based on individual performance, team or company results, or market conditions.