Account Director, State and Local Government · OpenAI

Fri, 06 Mar 2026 18:41:03 GMT
Sales

OpenAI · Washington, DC · $178.2K – $301.5K · hybrid

Account Director, State and Local Government

About the role

Our OpenAI for Government team has a unique mission to help government customers understand the transformative impact that highly capable AI models can bring to their agencies and missions. This role combines technical understanding, strategic vision, partnership management, and value-driven strategy tailored specifically to state and local government customers.

You’ll drive key opportunities through the entire State and Local Government sales cycle, from pipeline generation to closure. You’ll collaborate closely with researchers, engineers, and solution strategists to help government customers advance their missions through AI.

Responsibilities

Manage a focused set of key state and local government accounts, developing and executing comprehensive state and local government account plans

Lead state and local government customers through their AI adoption journey, from consideration to successful deployment

Partner with solutions and research engineering to build and execute complex government customer programs and projects

Own and manage a state and local government consumption revenue target

Oversee consumption revenue forecasting and reporting

Analyze key state and local government account metrics and provide insights to internal and external stakeholders

Closely monitor the state and local government landscape (agencies, policies, competitors, partners, etc.) to inform product roadmaps and corporate strategies

Collaborate cross-functionally with solutions, marketing, communications, business operations, people operations, finance, product management, and engineering

Support the recruitment and onboarding of state and local government-focused team members

Foster the development of our company culture within the state and local government practice

Requirements

10+ years selling platform-as-a-service and/or software-as-a-service specifically into state and local government accounts

Achieving state and local government revenue targets of >$2M per year consistently over multiple years

Designing and executing complex federal deal strategies, including familiarity with government contracting and procurement processes

Supporting growth in fast-paced, high-performance state and local government environments

Working directly with senior government executives and state and local government agency leaders

Communicating technical and strategic concepts clearly to government customers and internal stakeholders

Leading high-visibility state and local government customer events, briefings, and industry engagements

Gathering, distilling, and processing detailed state and local government market intelligence (agency priorities, policy changes, competitor activities, etc.)

You might thrive in this role if you:

Are a strategist. You deeply understand go to market best practices and raise the bar for our organization. You think and plan forward on the order of years and bring a sense of urgency to your work.

Are a leader. You have a proven track record of leading high-performing teams and driving results in fast-paced environments.

Are a communicator. You are able to communicate complex technical and strategic concepts clearly to government customers and internal stakeholders.

Are a problem solver. You are able to analyze complex problems and develop creative solutions that drive results.

Are a team player. You are able to collaborate with cross-functional teams to achieve common goals.

What we offer

Competitive salary and bonus structure

Comprehensive benefits package, including medical, dental, and vision insurance

401(k) retirement plan with employer match

Paid parental leave and paid medical and caregiver leave

Paid time off and 13+ paid company holidays

Mental health and wellness support

Employer-paid basic life and disability coverage

Annual learning and development stipend

Daily meals in our offices and meal delivery credits

Relocation support for eligible employees

Additional taxable fringe benefits, such as charitable donation matching and wellness stipends