Join OpenAI as an Account Director to lead AI adoption in state and local government, leveraging your expertise to drive technology solutions and partnerships.
OpenAI’s mission is to build safe artificial general intelligence (AGI) that benefits all of humanity. This long-term undertaking brings the world’s best scientists, engineers, and business professionals together in one organization to accomplish this.
In pursuit of this mission, our OpenAI for Government team helps customers understand how to leverage and deploy our highly capable AI products across their organizations. The team comprises Sales, Solutions, Support, Marketing, and Partnerships professionals who collaborate to create valuable solutions and bring AI to as many users as possible.
In this role, you'll:
- Manage a focused set of key accounts, developing and executing comprehensive account plans
- Lead state and local government customers through their AI adoption journeys, from initial consideration through successful deployment
- Partner with Solutions and Research Engineering to build and execute complex customer programs and projects
- Own and manage a consumption revenue target
- Oversee consumption revenue forecasting and reporting
- Analyze key account metrics and provide insights to internal and external stakeholders
- Closely monitor the state and local government landscape—including agencies, policies, competitors, and partners—to inform product roadmaps and corporate strategies
- Build and maintain executive relationships with state CIOs, agency leaders, innovation offices, procurement stakeholders, and other senior public sector decision-makers
- Collaborate cross-functionally with Solutions, Marketing, Communications, Business Operations, People Operations, Finance, Product Management, and Engineering
- Support the recruitment and onboarding of team members focused on state and local government
- Foster the development of our company culture within the state and local government practice
We're seeking someone with experience including:
- Bringing 10+ years of experience selling enterprise technology solutions to state and local government customers or leading digital transformation, AI adoption, enterprise technology modernization, innovation initiatives, or large-scale technology deployments from within state or local government organizations
- Consistently achieving annual state and local government revenue targets exceeding $2 million over multiple years
- Designing and executing complex deal strategies, including navigating state procurement processes, cooperative purchasing vehicles, requests for proposals, and government contracting mechanisms
- Supporting growth in fast-paced, high-performance environments
- Working directly with senior government executives and agency leaders
- Communicating technical and strategic concepts clearly to government customers and internal stakeholders
- Leading high-visibility customer events, executive briefings, and industry engagements
- Gathering, distilling, and applying detailed market intelligence, including agency priorities, policy changes, and competitor activity
- Selling to large state agencies, cities, counties, public safety organizations, transportation agencies, or other complex state and local government organizations
- Building strong relationships across government ecosystems, including with government leaders, technology stakeholders, and partner communities
You might thrive in this role if you:
- Thrive in a startup environment. You can operate at a highly strategic level while remaining willing to roll up your sleeves and execute tactically as an account lead.
- Are a strategist. You deeply understand go-to-market best practices and continually raise the bar for the organization. You think and plan across a multiyear horizon and bring internal and external stakeholders along with your strategy.
- Are customer-centric. You are motivated to understand customers’ priorities and help them achieve mission-critical objectives using AI. You build trusted relationships with government executives and stakeholders across agencies.
- Have a passion for or deep curiosity about artificial intelligence. You embrace the opportunity to help deploy OpenAI’s technology in ways that benefit government missions and humanity. You’re enthusiastic about educating customers on AI capabilities and their strategic implications.
- Are a builder. You enjoy shaping how our company grows its state and local government business. You excel at establishing robust systems and processes tailored to government requirements and executing them with precision and agility.
- Are excited by new challenges. You thrive when solving complex government-specific problems. Bespoke challenges requiring multidimensional knowledge excite you, and you’re eager to experiment with innovative solutions in government environments.
- Push the organization forward. You proactively contribute to strategic initiatives and help advance our state and local government go-to-market approach. You plan years ahead, effectively aligning internal stakeholders and external government partners to achieve long-term objectives.