Federal Account Director, Intelligence Community
$261,000–$335,000 year
HybridWashington, District of Columbia, United States or Washington, United States
Job Summary
Manage a focused set of key U.S. Intelligence Community accounts, developing and executing comprehensive account strategies from pipeline generation through deployment and expansion. Lead customers through their AI adoption journey by building trusted relationships with senior leaders, mission owners, and technical stakeholders across the Intelligence Community. Partner with Solutions and Research Engineering teams to design complex customer programs, while developing capture and co-sell strategies with federal systems integrators to position OpenAI in multi-year programs of record. Align opportunity planning with MIP and NIP funding cycles and navigate security, compliance, and contracting requirements for classified environments. Own and manage an Intelligence Community consumption revenue target, overseeing forecasting, pipeline management, and account reporting to provide actionable insights. Collaborate cross-functionally with Solutions, Product, Engineering, Government Affairs, and Legal to support team recruitment and strengthen the operating model within the practice.
Required Qualifications
- 10+ years selling commercial technology, including platform-as-a-service, software-as-a-service, cloud, data, cybersecurity, or other enterprise technology, to the U.S. Intelligence Community
- A documented track record of closing high-value, multi-stakeholder enterprise technology deals across major Intelligence Community organizations and their supporting ecosystems
- An active Top Secret clearance with Full Scope Polygraph
- Developing and executing complex account and deal strategies within the Intelligence Community
- Navigating Intelligence Community procurement, acquisition, contracting, security, and deployment processes
- Deep familiarity with MIP and NIP funding cycles, classified contract vehicles, multi-year programs of record, and extended acquisition timelines
- An established senior-level network of GS-15/SES and C-suite relationships across major Intelligence Community organizations and their supporting ecosystems
- Experience partnering with federal systems integrators and specialized mission partners on capture strategies, co-selling, and program expansion
- Proven experience selling cloud, cybersecurity, hybrid-cloud, or AI infrastructure into sensitive or classified environments, including on-premises and air-gapped deployment patterns
- Consistently delivering growth in fast-paced, high-performance environments
- Working directly with senior Intelligence Community executives, mission leaders, technical stakeholders, and decision-makers
- Deep relationships and native familiarity with Intelligence Community missions, organizational structures, workflows, and buying processes
- Translating technical capabilities into clear mission outcomes and strategic value
- Communicating technical and strategic concepts clearly to both Intelligence Community customers and internal stakeholders
- Leading high-visibility customer briefings, executive engagements, demonstrations, and industry events
- Gathering, distilling, and applying detailed market intelligence, including agency priorities, policy developments, budget trends, acquisition strategies, and competitor activity
- Must be able to lift 50 lbs
Desired Qualifications
- 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 objectives
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