Account Director, State and Local Government

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 OpenAI for Government 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 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.This role is based in Washington DC, or San Francisco. 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 state and local government accounts, developing and executing comprehensive state and local government account plansLead state and local government customers through their AI adoption journey, from consideration to successful deploymentPartner with solutions and research engineering to build and execute complex government customer programs and projectsOwn and manage a state and local government consumption revenue targetOversee consumption revenue forecasting and reportingAnalyze key state and local government account metrics and provide insights to internal and external stakeholdersClosely monitor the state and local government landscape (agencies, policies, competitors, partners, etc.) to inform product roadmaps and corporate strategiesCollaborate cross-functionally with solutions, marketing, communications, business operations, people operations, finance, product management, and engineeringSupport the recruitment and onboarding of state and local government-focused team membersFoster the development of our company culture within the state and local government practiceWe're seeking someone with experience including:10+ years selling platform-as-a-service and/or software-as-a-service specifically into state and local government accountsAchieving state and local government revenue targets of >$2M per year consistently over multiple yearsDesigning and executing complex federal deal strategies, including familiarity with government contracting and procurement processesSupporting growth in fast-paced, high-performance state and local government environmentsWorking directly with senior government executives and state and local government agency leadersCommunicating technical and strategic concepts clearly to government customers and internal stakeholdersLeading high-visibility state and local government customer events, briefings, and industry engagementsGathering, 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 internal and external stakeholders along with your strategy.Are customer-centric. You are motivated to deeply understand state and local government customers’ priorities and help them achieve their mission-critical objectives using AI. You build trusted relatio ... (truncated, view full listing at source)