Federal Account Director, National Security

The role

You will manage key U.S. Defense and Intelligence Community accounts by developing account plans and leading customers through AI adoption. You will drive the defense sales cycle and collaborate with researchers and engineers to execute complex programs.

What you will do

• Manage a focused set of key U.S. Defense and Intelligence Community accounts
• Lead Defense and Intelligence customers through their AI adoption journey
• Partner with solutions and research engineering to build and execute complex defense customer programs
• Own and manage a National Security Community consumption revenue target
• Oversee revenue forecasting and reporting
• Analyze key Defense and Intelligence account metrics
• Monitor the national security landscape to inform product roadmaps and corporate strategies
• Collaborate cross-functionally with various internal teams
• Support the recruitment and onboarding of team members
• Foster the development of company culture within the National Security Community practice

Required qualifications

• 10+ years selling commercial technology specifically to the National Security Community
• Top Secret clearance
• Designing and executing complex deal strategies within Defense or National Security contexts
• Familiarity with government contracting, security clearances, and procurement processes
• Supporting growth in fast-paced, high-performance National Security environments
• Working directly with senior National Security executives and decision-makers
• Communicating technical and strategic concepts clearly
• Leading high-visibility National Security customer events, briefings, and industry engagements
• Gathering, distilling, and processing detailed Defense and Intelligence Community market intelligence

Nice to have

• Deep relationships and native familiarity with defense and intelligence workflows

Benefits

• Relocation assistance

Before you apply

• Background checks for applicants will be administered

About the company

OpenAI is an AI research and deployment company dedicated to ensuring that general-purpose artificial intelligence benefits all of humanity. The Go To Market team helps customers learn how to leverage and deploy AI products.