联邦客户总监，国家安全
Federal Account Director, National Security
关于团队
OpenAI 的使命是打造安全的人工通用智能（AGI），为全人类带来益处。这项长期任务将世界上最优秀的科学家、工程师和商业专业人士聚集在一个实验室中，共同实现这一目标。
为了实现这一使命，我们的市场进入（GTM）团队负责帮助客户了解如何利用和部署我们功能强大的 AI 产品，以推动其组织的发展。该团队由销售、解决方案、支持、市场和合作专业人员组成，他们协作创建有价值的解决方案，以帮助尽可能多的用户使用 AI。
关于职位
我们的政府销售团队有一个独特的使命，即帮助国家安全客户理解功能强大的 AI 模型对其关键任务带来的变革性影响。该职位结合了技术理解、战略愿景、合作伙伴管理以及专门针对国防和情报社区客户的以价值为导向的战略。
你将全程推动关键的国防销售机会，从线索生成到成交。你将与研究人员、工程师和解决方案策略师紧密合作，帮助国防和情报社区的客户通过 AI 推进其国家安全任务。
该职位位于华盛顿特区。我们采用每周三天在办公室的混合办公模式，并为新员工提供搬迁协助。
在此职位上，你将：
- 管理一组重点的美国国防和情报社区客户，制定并执行全面的客户计划
- 引导国防和情报客户完成他们的 AI 采用旅程，从考虑阶段到成功部署
- 与解决方案和研究工程团队合作，构建并执行复杂的国防客户项目和计划
- 负责并管理国家安全社区的营收目标
- 监督营收预测和报告
- 分析关键的国防和情报客户指标，并向内部和外部利益相关者提供洞察
- 密切关注国家安全领域（机构、政策、竞争对手、合作伙伴等），以指导产品路线图和公司战略
- 与解决方案、产品工程、政府事务、市场、传播、业务运营、人力资源、财务、产品管理和工程团队跨职能协作
- 支持招聘工作
查看英文原文
About the team
OpenAI’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 Go To Market (GTM) 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 role
Our Government Sales team has a unique mission to help national security customers understand the transformative impact that highly capable AI models can bring to their critical missions. This role combines technical understanding, strategic vision, partnership management, and value-driven strategy specifically tailored to Defense and Intelligence Community customers.
You’ll drive key opportunities through the entire defense sales cycle, from pipeline generation to closure. You’ll collaborate closely with researchers, engineers, and solution strategists to help customers within the Defense and Intelligence Communities advance their national security missions through AI.
This role is based in Washington DC. 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 U.S. Defense and Intelligence Community accounts, developing and executing comprehensive account plans
- Lead Defense and Intelligence customers through their AI adoption journey, from consideration to successful deployment
- Partner with solutions and research engineering to build and execute complex defense customer programs and projects
- Own and manage a National Security Community consumption revenue target
- Oversee revenue forecasting and reporting
- Analyze key Defense and Intelligence account metrics and provide insights to internal and external stakeholders
- Closely monitor the national security landscape (agencies, policies, competitors, partners, etc.) to inform product roadmaps and corporate strategies
- Collaborate cross-functionally with solutions, product engineering, government affairs, marketing, communications, business operations, people operations, finance, product management, and engineering
- Support the recruitment and onboarding of team members focused on defense and intelligence accounts
- Foster the development of our company culture within the National Security Community practice
We're seeking someone with experience including:
- 10+ years selling commercial technology (platform-as-a-service, software-as-a-service, etc.) specifically to the National Security Community
- Top Secret clearance
- Designing and executing complex deal strategies within Defense or National Security contexts, including 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. We are prioritizing candidates with deep relationships and native familiarity with defense and intelligence workflows.
- Communicating technical and strategic concepts clearly to National Security customers and internal stakeholders
- Leading high-visibility National Security customer events, briefings, and industry engagements
- Gathering, distilling, and processing detailed Defense and Intelligence Community market intelligence (agency priorities, policy changes, competitor activities, etc.)
You might thrive in this role if you:
- Are customer-centric. You are motivated to deeply understand defense customers’ priorities and help them achieve their mission-critical objectives using AI. You build trusted relationships with senior executives and stakeholders across defense and national security agencies.
- Have a passion or deep curiosity about artificial intelligence. You embrace the opportunity to help deploy OpenAI’s technology in ways that advance national security missions and benefit humanity. You’re enthusiastic about educating defense customers on AI capabilities and strategic implications.
- Are a builder. You enjoy impacting how our company grows its defense and intelligence business. You excel in establishing robust systems and processes tailored to defense customer requirements, executing them with precision and agility.
- Are excited by new challenges. You thrive when solving complex, mission-critical defense and national security problems. Bespoke challenges requiring multidimensional knowledge excite you, and you’re eager to experiment with innovative solutions within national security environments.
- Are a strategist. You deeply understand defense go-to-market best practices and proactively contribute to strategic initiatives. You plan years ahead, effectively aligning internal and external defense and intelligence stakeholders to achieve long-term
About OpenAI
OpenAI is an AI research and deployment company dedicated to ensuring that general-purpose artificial intelligence benefits all of humanity. We push the boundaries of the capabilities of AI systems and seek to safely deploy them to the world through our products. AI is an extremely powerful tool that must be created with safety and human needs at its core, and to achieve our mission, we must encompass and value the many different perspectives, voices, and experiences that form the full spectrum of humanity.
We are an equal opportunity employer, and we do not discriminate on the basis of race, religion, color, national origin, sex, sexual orientation, age, veteran status, disability, genetic information, or other applicable legally protected characteristic.
For additional information, please see OpenAI’s Affirmative Action and Equal Employment Opportunity Policy Statement https://cdn.openai.com/policies/eeo-policy-statement.pdf.
Background checks for applicants will be administered in accordance with applicable law, and qualified applicants with arrest or conviction records will be considered for employment consistent with those laws, including the San Francisco Fair Chance Ordinance, the Los Angeles County Fair Chance Ordinance for Employers, and the California Fair Chance Act, for US-based candidates. For unincorporated Los Angeles County workers: we reasonably believe that criminal history may have a direct, adverse and negative relationship with the following job duties, potentially resulting in the withdrawal of a conditional offer of employment: protect computer hardware entrusted to you from theft, loss or damage; return all computer hardware in your possession (including the data contained therein) upon termination of employment or end of assignment; and maintain the confidentiality of proprietary, confidential, and non-public information. In addition, job duties require access to secure and protected information technology systems and related data security obligations.
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At OpenAI, we believe artificial intelligence has the potential to help people solve immense global challenges, and we want the upside of AI to be widely shared. Join us in shaping the future of technology.