Federal Account Director, Intelligence Community (AI)

Location: Washington, DC, United States. Hybrid schedule with three days in the office per week, frequent on-site engagement across the Washington, D.C./Northern Virginia corridor, including classified environments. Relocation assistance is available.

Salary: $261K–$335K annually plus equity.

Company

OpenAI is an AI research and deployment company developing general-purpose AI systems with a focus on safety and human benefit.

What you will do

• Manage key U.S. Intelligence Community accounts and execute comprehensive account, pipeline, and deal strategies.
• Guide customers from initial AI consideration through deployment, expansion, and measurable mission outcomes.
• Build relationships with senior leaders, mission owners, technical stakeholders, acquisition professionals, and decision-makers.
• Partner with Solutions and Research Engineering teams to design customer programs across cloud, hybrid, on-premises, and air-gapped environments.
• Develop capture and co-sell strategies with federal systems integrators and specialized mission partners for multi-year programs of record.
• Own revenue targets, forecasting, account reporting, market intelligence, and cross-functional alignment across product, engineering, government affairs, legal, finance, and other teams.

Requirements

• 10+ years of experience selling commercial enterprise technology, including PaaS, SaaS, cloud, data, cybersecurity, or related technologies, to the U.S. Intelligence Community.
• Documented success closing high-value, multi-stakeholder technology deals across major Intelligence Community organizations and supporting ecosystems.
• Active Top Secret clearance with Full Scope Polygraph required.
• Experience developing complex account and deal strategies and 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 GS-15/SES/SIS and C-suite relationships across major Intelligence Community organizations and their ecosystems.
• Experience with federal systems integrators and specialized mission partners on capture, co-selling, and program expansion.
• Experience selling cloud, cybersecurity, hybrid-cloud, or AI infrastructure into sensitive or classified environments, including on-premises and air-gapped deployments.
• Ability to work with senior executives, mission leaders, technical stakeholders, and decision-makers; translate technical capabilities into mission outcomes; and lead briefings, demonstrations, executive engagements, and industry events.
• Ability to gather and apply market intelligence covering agency priorities, policies, budgets, acquisition strategies, competitors, and partners.

Nice to have

• Customer-centric approach and deep curiosity about artificial intelligence and its national security applications.
• Builder mindset focused on creating systems and processes for defense and intelligence business growth.
• Strategic approach to long-term defense go-to-market planning and stakeholder alignment.

Culture & Benefits

• Hybrid work model with three days per week in the office.
• Frequent on-site work with customer and partner facilities in classified environments.
• Relocation assistance is offered to new employees.
• Opportunity to collaborate with research, engineering, solutions, product, government affairs, marketing, finance, legal, and operations teams.
• Equal opportunity workplace with reasonable accommodations available for applicants with disabilities.

Hiring process

• Applicants are subject to background checks in accordance with applicable law.
• Accommodation requests and job-posting compliance reports can be submitted through the designated OpenAI forms.