6 days ago

Account Director, Government

OpenAI

Sydney

6 days ago

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OpenAI is seeking a senior Account Director to lead public-sector work across Australia and New Zealand, with a remit to develop selected opportunities across APAC. The role involves building trusted relationships with government leaders, executing account strategies, and driving complex sales cycles for AI products. Requires 10+ years of experience in government or public-sector technology sales, a current Australian Government security clearance, and the ability to work in a hybrid model from Sydney or remotely from Canberra.

AI-enabledHybridFull-timeSeniorGovernmentPublic-sector Technology Sales

Account Director, Government

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AI-enabledHybridFull-timeSeniorGovernment

Salary

Not specified

Work Location

Sydney, New South Wales, Australia, AU

Work Model

Hybrid: 3 days in office in Sydney, or remote from Canberra

Experience Required

10 years

Employment Type

Full-time

Experience Level

Senior (10+ years)

Core Qualifications

Technical (Must-have)

GovernmentPublic-sector technology salesBusiness developmentConsultingSystems integrationEnterprise SaaSCloudAI/MLData platformsCybersecurityAPI-based productsProcurementNegotiationAccount planningStakeholder management

Soft Skills

Customer-centricStrategic thinkingBuilderJudgementTechnical curiosityCommunicationCollaborationOwnershipAdaptability

Preferred Qualifications

Technical (Nice-to-have)

System integrator ecosystemsReseller ecosystemsCloud-provider ecosystemsStrategic-partner ecosystemsAI governanceResponsible AIData sovereigntyAssurance requirementsEngineeringTechnicalPolicyOperational experience

Key Responsibilities

•Own a focused portfolio of ANZ public-sector accounts, while developing selected priority opportunities in APAC.
•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.
•Represent OpenAI at government, partner, and industry forums, strengthening networks and identifying opportunities that advance responsible public-sector adoption of AI.

GovernmentPublic SectorSalesBusiness DevelopmentAIANZAPACHybridSeniorSecurity Clearance

Core Qualifications

Technical (Must-have)

Soft Skills

Customer-centricStrategic thinkingBuilderJudgementTechnical curiosityCommunicationCollaborationOwnershipAdaptability

Key Responsibilities

•Own a focused portfolio of ANZ public-sector accounts, while developing selected priority opportunities in APAC.

•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.

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