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Account Director, Government at OpenAI - JobAssist
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Home›Jobs›IT & Software›Account Director, Government
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Account Director, Government

OpenAI

RemoteFull timeMid levelPosted today
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About the role

About This Role

This senior Account Director role leads OpenAI's public-sector work across Australia and New Zealand, with a wider remit to develop selected priority opportunities across APAC. You will build trusted relationships with government leaders, develop and execute account strategies, create and close complex opportunities, and help customers move from initial interest to successful adoption. This full-cycle, highly cross-functional sales role combines technical understanding, strategic vision, partnership management, and value-driven execution.

Responsibilities

  • Own a focused portfolio of ANZ public-sector accounts, while developing selected priority opportunities in APAC in line with OAI4G’s international strategy
  • Build and execute comprehensive account plans that map mission priorities, stakeholders, procurement paths, partners, use cases, risks, and long-term expansion opportunities
  • Drive complex opportunities through the full sales cycle, from pipeline generation, discovery, qualification, capture, and commercial strategy through negotiation, closure, adoption, and expansion
  • Lead public-sector customers through their AI adoption journey, helping them identify responsible, high-impact use cases and connect mission outcomes to OpenAI’s capabilities and limitations
  • Translate between government leaders, end users, technical teams, policy and security stakeholders, and internal product and engineering partners, clearly communicating requirements, progress, risks, and dependencies
  • Serve as the accountable customer lead for engagements tied to clear outcomes, customer milestones, adoption measures, and commercial commitments, coordinating closely with technical specialists
  • Work closely with the Partnerships team, global and regional system integrators, cloud and technology providers, local delivery partners, resellers, and strategic international partners to shape joint pursuits, deployment models, and purchasing paths
  • Develop capture strategies, competitive positioning, win themes, teaming decisions, and proposal narratives that reflect ANZ and relevant APAC market conditions
  • Navigate public-sector procurement, tendering, security, data-residency, compliance, and sovereignty requirements, bringing Legal, Security, Policy, Global Affairs, Finance, and other partners into opportunities early
  • Build trusted relationships with senior government executives and decision-makers, while staying close to operational users and technical stakeholders whose workflows determine successful adoption
  • Maintain accurate pipeline, forecasting, account records, customer follow-up, and executive reporting, with disciplined follow-through across markets and time zones
  • Monitor the government, technology, procurement, partner, and competitive landscape across ANZ and priority APAC markets, surfacing insights that inform product roadmaps and go-to-market strategy

Job details

Workplace

Remote

Employment

Full time

Seniority

Mid level

Headquarters

Remote

Posted

Posted today

About company

OpenAI is an AI research and deployment company dedicated to ensuring that general-purpose artificial intelligence benefits all of humanity.

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  • Represent OpenAI at government, partner, and industry forums, strengthening networks and identifying opportunities that advance responsible public-sector adoption of AI

    • Requirements

    • 10+ years in government, public-sector technology sales, business development, consulting, transformation, systems integration, or a closely related field, with meaningful ownership of complex customer outcomes
    • Direct government experience or very significant experience working with government customers, ideally including sensitive agencies, national-security-adjacent environments, regulated missions, or high-consequence operational workflows
    • A current Australian Government security clearance, with the ability to maintain the clearance required for the role
    • Designing and executing complex deal strategies, including opportunity shaping before formal procurement, multi-stakeholder qualification, proposal development, negotiations, and closure
    • Working directly with senior public-sector executives and decision-makers, alongside technical, operational, procurement, policy, and security stakeholders
    • Navigating Australia’s public-sector procurement, contracting, security, privacy, data-residency, and compliance requirements; familiarity with New Zealand and/or other APAC public-sector environments is valuable
    • Selling or delivering enterprise SaaS, cloud, AI/ML, data platforms, cybersecurity, API-based products, or other complex technology solutions in highly regulated environments
    • Communicating technical, commercial, and strategic concepts clearly to both executive and working-level audiences, including the ability to explain where AI is and is not an appropriate fit
    • Collaborating across Sales, Solutions, Partnerships, Research, Engineering, Technical Success, Legal, Security, Policy, Global Affairs, Finance, and Operations to move complex opportunities forward
    • Operating with high ownership and sound judgement in ambiguous, fast-changing environments, while managing competing priorities across countries and time zones
    • Travelling regularly within ANZ, and periodically across APAC, to work on-site with customers and partners

    Nice to have:

    • Deep relationships across Australian Commonwealth, state and territory, defence, national security, or other sensitive public-sector communities
    • Experience building or working through local system-integrator, reseller, cloud-provider, or strategic-partner ecosystems
    • Experience leading AI, digital, technology, or business-transformation initiatives from use-case shaping through deployment and adoption
    • Familiarity with public-sector AI governance, responsible AI, cybersecurity, data sovereignty, and assurance requirements
    • Experience developing opportunities across more than one APAC market and adapting to different political, cultural, regulatory, and procurement contexts
    • Engineering, technical, policy, or operational experience that helps you translate complex AI capabilities into credible public-sector outcomes

    Important Details

    • Locations: Sydney (Hybrid model, 3 days in office) or remotely from Canberra

    About the Company

    OpenAI is an AI research and deployment company dedicated to ensuring that artificial general intelligence benefits all of humanity. It pushes the boundaries of the capabilities of AI systems and seeks to safely deploy them to the world through its products. OpenAI for Government (OAI4G) helps public-sector institutions understand, adopt, and deploy highly capable AI products in support of their missions.

    Headquarters

    Remote

    Open jobs

    873

    Website

    openai.com
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