客户总监，州和地方政府
Account Director, State and Local Government
关于团队
OpenAI 的使命是构建对全人类有益的安全人工通用智能（AGI）。这一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组织中，共同实现这一目标。
为实现这一使命，我们的 OpenAI for Government 团队帮助客户了解如何在其组织中利用和部署我们功能强大的 AI 产品。该团队由销售、解决方案、支持、市场和合作伙伴关系的专业人员组成，他们协作创建有价值的解决方案，并让更多用户使用 AI。
关于职位
我们的 OpenAI for Government 团队肩负着独特的使命，即帮助政府客户理解功能强大的 AI 模型对其机构和任务可能带来的变革性影响。该职位结合了技术理解、战略视野、伙伴关系管理以及针对州和地方政府客户的以价值为导向的方法。
该 Account Director 将负责一个战略性的州和地方政府客户组合。理想的候选人应深入了解州和地方政府的环境，与政府领导人有既有的联系，并在复杂公共部门组织中推动技术采用方面有成功记录。
您将全程领导关键机会，从管道开发到成交。您将与研究人员、工程师和解决方案策略师紧密合作，帮助政府客户通过 AI 推进其任务。
该职位需要定期出差，与客户、合作伙伴和行业利益相关者互动。
该职位位于华盛顿特区或旧金山。我们采用每周三天在办公室的混合工作模式，并为新员工提供搬迁协助。
在此职位上，您将：
- 管理一组重点客户，制定并执行全面的客户计划
- 引导州和地方政府客户完成他们的 AI 采用旅程，从初步考虑到成功部署
- 与解决方案和研究工程团队合作，打造并执行复杂的客户项目和计划
- 负责并管理消费收入目标
- 监督消费收入预测和报告
- 分析关键客户指标，并向内部和外部利益相关者提供洞察
- 密切关注州和地方政府环境，包括机构、政策、竞争对手和
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About the team
OpenAI’s mission is to build safe artificial general intelligence (AGI) that benefits all of humanity. This long-term undertaking brings the world’s best scientists, engineers, and business professionals together in one organization to accomplish this.
In pursuit of this mission, our OpenAI for Government team helps customers understand how to leverage and deploy our highly capable AI products across their organizations. The team comprises Sales, Solutions, Support, Marketing, and Partnerships professionals who collaborate to create valuable solutions and bring AI to as many users as possible.
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 have on their agencies and missions. This role combines technical understanding, strategic vision, partnership management, and a value-driven approach tailored to state and local government customers.
This Account Director will own a portfolio of strategic state and local government accounts. The ideal candidate brings deep knowledge of the state and local government landscape, established relationships with government leaders, and a track record of driving technology adoption within complex public sector organizations.
You’ll lead key opportunities through the entire sales cycle, from pipeline development through close. You’ll collaborate closely with researchers, engineers, and solution strategists to help government customers advance their missions through AI.
This role requires regular travel to engage customers, partners, and industry stakeholders.
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 accounts, developing and executing comprehensive account plans
- Lead state and local government customers through their AI adoption journeys, from initial consideration through successful deployment
- Partner with Solutions and Research Engineering to build and execute complex customer programs and projects
- Own and manage a consumption revenue target
- Oversee consumption revenue forecasting and reporting
- Analyze key account metrics and provide insights to internal and external stakeholders
- Closely monitor the state and local government landscape—including agencies, policies, competitors, and partners—to inform product roadmaps and corporate strategies
- Build and maintain executive relationships with state CIOs, agency leaders, innovation offices, procurement stakeholders, and other senior public sector decision-makers
- Collaborate cross-functionally with Solutions, Marketing, Communications, Business Operations, People Operations, Finance, Product Management, and Engineering
- Support the recruitment and onboarding of team members focused on state and local government
- Foster the development of our company culture within the state and local government practice
We're seeking someone with experience including:
- Bringing 10+ years of experience selling enterprise technology solutions to state and local government customers or leading digital transformation, AI adoption, enterprise technology modernization, innovation initiatives, or large-scale technology deployments from within state or local government organizations
- Consistently achieving annual state and local government revenue targets exceeding $2 million over multiple years
- Designing and executing complex deal strategies, including navigating state procurement processes, cooperative purchasing vehicles, requests for proposals, and government contracting mechanisms
- Supporting growth in fast-paced, high-performance environments
- Working directly with senior government executives and agency leaders
- Communicating technical and strategic concepts clearly to government customers and internal stakeholders
- Leading high-visibility customer events, executive briefings, and industry engagements
- Gathering, distilling, and applying detailed market intelligence, including agency priorities, policy changes, and competitor activity
- Selling to large state agencies, cities, counties, public safety organizations, transportation agencies, or other complex state and local government organizations
- Building strong relationships across government ecosystems, including with government leaders, technology stakeholders, and partner communities
You might thrive in this role if you:
- Thrive in a startup environment. You can operate at a highly strategic level while remaining willing to roll up your sleeves and execute tactically as an account lead.
- Are a strategist. You deeply understand go-to-market best practices and continually raise the bar for the organization. You think and plan across a multiyear horizon and bring internal and external stakeholders along with your strategy.
- Are customer-centric. You are motivated to understand customers’ priorities and help them achieve mission-critical objectives using AI. You build trusted relationships with government executives and stakeholders across agencies.
- Have a passion for or deep curiosity about artificial intelligence. You embrace the opportunity to help deploy OpenAI’s technology in ways that benefit government missions and humanity. You’re enthusiastic about educating customers on AI capabilities and their strategic implications.
- Are a builder. You enjoy shaping how our company grows its state and local government business. You excel at establishing robust systems and processes tailored to government requirements and executing them with precision and agility.
- Are excited by new challenges. You thrive when solving complex government-specific problems. Bespoke challenges requiring multidimensional knowledge excite you, and you’re eager to experiment with innovative solutions in government environments.
- Push the organization forward. You proactively contribute to strategic initiatives and help advance our state and local government go-to-market approach. You plan years ahead, effectively aligning internal stakeholders and external government partners to achieve long-term objectives.
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.