# Account Director, Federal Partnerships (Defense)

**Company**: OpenAI
**Location**: Washington, District of Columbia
**Work arrangement**: hybrid
**Experience**: senior
**Job type**: full-time
**Salary**: $261K - $305K
**Category**: Sales
**Industry**: Technology
**Wikidata**: https://www.wikidata.org/wiki/Q124605186

**Apply**: https://jobs.ashbyhq.com/openai/88d4dce1-a3ef-495f-b711-54988812336b?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply
**Canonical**: https://yubhub.co/jobs/job_2096fd48-b0b

## Description

## Job Overview

We're seeking an experienced Account Director, Federal Partnerships (Defense) to join our Go To Market (GTM) team at OpenAI. You'll play a critical role in bringing advanced AI to the defense industrial base, leading a portfolio of emerging defense technology accounts and developing their account and deal strategy.

## Responsibilities

- Lead account strategy and commercial execution for your emerging defense technology portfolio, from discovery and negotiation through close and expansion.

- Support the broader partnerships team on larger strategic relationships across the defense industrial base.

- Collaborate with solutions and engineering teams to move customers from AI evaluation to deployment and sustained adoption.

- Maintain accurate pipeline, consumption forecasts, and clear next steps.

- Build trusted executive and technical relationships, connecting AI capabilities to business and mission outcomes.

- Anticipate customer needs and bring customer and market insights into product and partnership decisions.

- Coordinate across OpenAI to advance deals, remove blockers, and deliver on customer commitments.

## Requirements

- 8+ years of combined relevant experience across government, military service, defense technology, or PaaS/SaaS businesses, including at least 2 years in private-sector, customer-facing roles.

- Proven private-sector results, with clear examples of business or customer outcomes you personally drove.

- Strong business acumen and strategic judgment, including the ability to assess opportunities, navigate stakeholders, and turn insight into action.

- The ability to take initiative, set priorities, and deliver results amid the ambiguity and pace of defense technology.

- Polished, clear communication and experience working directly with senior executives in government or the private sector.

- Hands-on experience applying AI tools to practical problems, with the ability to explain the approach, results, and limitations.

- Strong understanding of APIs and workflow integration, with the ability to engage engineering teams credibly.

## Nice to Have

- Military service and/or defense technology experience.

- Initiative, urgency, and coachability, with a record of acting on feedback and following through.

## What Success Looks Like

- You're customer-centric, understanding customers' priorities and taking ownership of helping them deploy useful capabilities quickly.

- You're deeply curious about AI, regularly testing new capabilities, exploring their limits, and identifying practical uses for customers.

- You bring a strong work ethic, taking initiative, preparing thoroughly, and following through.

- You look ahead, anticipating what customers will need next and helping them identify new opportunities.

## Salary

This role offers a salary of $261K - $305K per year.

## Skills

### Required
- AI
- PaaS/SaaS
- business acumen
- strategic judgment
- communication
- APIs
- workflow integration

### Nice to have
- military service
- defense technology

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Source: [Apply at jobs.ashbyhq.com](https://jobs.ashbyhq.com/openai/88d4dce1-a3ef-495f-b711-54988812336b?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply)