捕获经理, OpenAI 政府业务
Capture Manager, OpenAI for Government
关于团队
OpenAI for Government 团队是一个充满活力、以使命为导向的小组，利用前沿人工智能技术，改变政府实现其使命的方式。我们的团队致力于为公共服务人员提供安全、商业化的专业国家安全模型，满足政府的任务需求，符合他们的技术要求，并提供最高程度的可靠性和安全性。
作为 OpenAI for Government 团队的一员，你将与美国情报界和国际公共部门客户合作，通过实际支持、定制培训和早期洞察来加速采用——让公务员减少在繁琐流程上的时间，更多地专注于有意义的工作。如果你热衷于负责任地部署前沿人工智能来提升公共机构并改变政府运作方式，我们希望你加入我们的团队。
关于职位
我们的 OpenAI for Government 团队有一个独特的使命，就是帮助政府客户理解高度强大的 AI 模型能为其关键任务带来的变革性影响。这个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政府客户的以价值为导向的战略。
作为 Capture Manager，你将通过政府销售周期识别并推动关键机会，从机会生成到成交。你将与行业合作伙伴、潜在客户、政策制定者和内部专家紧密合作，帮助政府客户通过人工智能推进他们的任务。
该职位位于华盛顿特区。
在此职位中，你将：
- 管道开发：与 O4G GTM 团队合作，识别、构建和维护多年期的战略机会管道。
- 捕获管理：领导完整的捕获生命周期——从机会识别和资格审查到胜出策略、合作、提案和授标。
- 内容开发：撰写和编辑提案部分，将主题专家的输入整合成连贯且有说服力的叙述。
- 解决方案支持：与技术和产品团队合作，打造创新的 AI 驱动解决方案并阐述胜出主题。
- 合规与质量：确保所有响应符合招标要求、政府采购法规和 OpenAI 标准。
- 知识管理：维护和扩展提案内容库，实现内容的重复使用和持续改进。
- 跨职能协作：与销售、产品、法律、合规等团队紧密合作，确保提案的质量和一致性。
查看英文原文
About the Team
The OpenAI for Government team is a dynamic, mission-driven group leveraging frontier AI to transform how governments achieve their missions. Our team works to empower public servants with secure, commercial and specialized national-security models that address government's mission needs, meet their technical requirements, and provide the highest degree of reliability and safety.
As part of the OpenAI for Government team you will work with U.S. intelligence community and international public sector customers, helping to accelerate adoption through hands‑on support, tailored training, and early insights—so civil servants can spend less time on red tape and more on meaningful work. If you're passionate about responsibly deploying frontier AI to uplift public institutions and transform how government works, we want you on our team.
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 critical missions. This role combines technical understanding, strategic vision, partnership management, and value-driven strategy specifically tailored to government customers.
As a Capture Manager, you’ll identify and drive key opportunities through the government sales cycle, from pipeline generation to closure. You’ll collaborate closely with industry partners, potential customers, policy makers, and internal experts to help government customers advance their missions through AI.
This role is based in Washington, DC.
In this role, you will:
- Pipeline Development: Partner with O4G GTM teams to identify, build, and maintain a multi-year pipeline of strategic opportunities.
- Capture Management: Lead the full capture lifecycle — from opportunity identification and qualification through win strategy, teaming, proposal, and award.
- Content Development: Write and edit proposal sections, weaving together inputs from subject matter experts into cohesive, persuasive narratives.
- Solutioning Support: Collaborate with technical and product teams to shape innovative AI-driven solutions and articulate win themes.
- Compliance & Quality: Ensure all responses meet solicitation requirements, government acquisition regulations, and OpenAI standards.
- Knowledge Management: Maintain and grow a proposal content library, enabling reuse and continuous improvement.
- Cross-Functional Collaboration: Work across sales, product, legal, and engineering to gather information, develop strategies, and deliver polished submissions.
- Continuous Improvement: Capture lessons learned and refine capture/proposal processes for greater effectiveness over time.
We're seeking someone with experience including:
- 10+ years selling information technology services to governments, including US intelligence community and international public sector customers.
- Designing and executing complex deal and capture strategies within government contexts, with deep familiarity with government contracting, security clearances, and procurement processes.
- Leading capture and proposal efforts for complex technology or government contracts, including compliant and compelling RFx responses.
- Building trusted relationships and working directly with senior government executives and decision-makers.
- Communicating technical and strategic concepts clearly to both government customers and internal stakeholders.
- Leading high-visibility engagements such as customer briefings, industry events, and senior-level meetings.
- Managing deadlines and cross-functional stakeholders in fast-paced, high-pressure environments.
- Exceptional writing and editing skills, able to translate technical concepts into persuasive narratives.
- Entrepreneurial mindset with the ability to thrive in a fast-moving, high-impact environment.
- Active U.S. Government TS/SCI clearance.
You might thrive in this role if you:
- Enjoy turning complex technical ideas into clear, persuasive writing.
- Get energy from working across legal, product, engineering, and sales teams to solve problems together.
- Like the challenge of shaping strategy for competitive government procurements.
- Stay calm and focused when juggling multiple deadlines.
- Take pride in producing polished, compliant documents that win.
- Naturally look for ways to make processes simpler, faster, and more effective.
- Are curious about emerging technology and eager to help government customers understand how to use it.
- See ambiguity as an opportunity to build structure and clarity.
- Care about mission impact and want to help government agencies use AI responsibly and effectively.
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.