OpenAI

Account Director, State & Local Government

United States

$60,000 – $80,000Compensation
Mid-level (3 to 4 years), Senior (5 to 8 years)Experience Level
Full TimeJob Type
UnknownVisa
Government Contracting, Sales, Artificial IntelligenceIndustries

Position Overview

  • Location Type: Remote
  • Job Type: Full-Time
  • Salary: $315K

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 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 State & Local Government (SLG) Sales team helps customers across state agencies, municipalities, counties, and public sector organizations harness the power of AI to improve public service delivery, operational efficiency, and constituent engagement. This role blends technical acumen, public sector insight, partnership development, and strategic execution tailored specifically to state and local government customers. You’ll lead strategic sales efforts throughout the entire SLG cycle—from pipeline development through to adoption and growth. You’ll partner with researchers, engineers, and solution strategists to empower SLG agencies to solve pressing community challenges using AI. This role is U.S. remote-flexible, with a preference for candidates based near major metros.

Responsibilities

  • Manage a focused portfolio of key state and local government accounts, developing and executing comprehensive SLG account plans.
  • Guide SLG customers through their AI adoption journey—from initial education to successful, scalable deployment.
  • Partner with technical and research teams to build high-impact solutions tailored to government priorities such as public health, infrastructure, safety, education, and labor.
  • Own and manage a state and local government revenue target with a focus on consumption-based growth.
  • Forecast, report, and analyze SLG performance and pipeline metrics.
  • Stay current with public sector trends, funding cycles, legislation, and procurement frameworks that influence state and local IT strategies.
  • Collaborate cross-functionally across product, marketing, legal, support, operations, and engineering to deliver exceptional value to customers.
  • Help onboard and mentor team members focused on state and local accounts.
  • Cultivate a public service-oriented culture within our SLG practice.

Requirements

  • 5+ years selling into state and/or local government accounts.
  • Demonstrated ability to consistently meet or exceed $2M+ in annual revenue targets within SLG organizations.
  • Deep understanding of SLG procurement processes, budget cycles, and RFP/contracting mechanisms (e.g., cooperative purchasing vehicles, NASPO, state contracts).
  • A strong network and history of engagement with key SLG decision-makers and influencers.
  • Comfort navigating complex government environments.

Application Instructions

  • (Details regarding application process are missing from the provided text)

Skills

State and Local Government
Procurement
RFP
Contracting
Budget Cycles
Government Accounts
AI Adoption
Sales
Revenue Targets

OpenAI

Develops safe and beneficial AI technologies

About OpenAI

OpenAI develops and deploys artificial intelligence technologies aimed at benefiting humanity. The company creates advanced AI models capable of performing various tasks, such as automating processes and enhancing creativity. OpenAI's products, like Sora, allow users to generate videos from text descriptions, showcasing the versatility of its AI applications. Unlike many competitors, OpenAI operates under a capped profit model, which limits the profits it can make and ensures that excess earnings are redistributed to maximize the social benefits of AI. This commitment to safety and ethical considerations is central to its mission of ensuring that artificial general intelligence (AGI) serves all of humanity.

San Francisco, CaliforniaHeadquarters
2015Year Founded
$18,433.2MTotal Funding
LATE_VCCompany Stage
AI & Machine LearningIndustries
1,001-5,000Employees

Benefits

Health insurance
Dental and vision insurance
Flexible spending account for healthcare and dependent care
Mental healthcare service
Fertility treatment coverage
401(k) with generous matching
20-week paid parental leave
Life insurance (complimentary)
AD&D insurance (complimentary)
Short-term/long-term disability insurance (complimentary)
Optional buy-up life insurance
Flexible work hours and unlimited paid time off (we encourage 4+ weeks per year)
Annual learning & development stipend
Regular team happy hours and outings
Daily catered lunch and dinner
Travel to domestic conferences

Risks

Elon Musk's legal battle may pose financial and reputational challenges for OpenAI.
Customizable ChatGPT personas could lead to privacy and ethical concerns.
Competitors like Anthropic raising capital may intensify market competition.

Differentiation

OpenAI's capped profit model prioritizes ethical AI development over unlimited profit.
OpenAI's AI models, like Sora, offer unique video creation from text descriptions.
OpenAI's focus on AGI aims to create AI systems smarter than humans.

Upsides

OpenAI's $6.6 billion funding boosts its AI research and computational capacity.
Customizable ChatGPT personas enhance user engagement and satisfaction.
OpenAI's 'Operator' AI agent could revolutionize workforce automation by 2025.

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