Job description
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.
In this role, you’ll:
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
We’re seeking someone with experience including:
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 deal structures and coordinating internal resources to drive outcomes
Experience leading SLG-focused events, demos, workshops, and co-innovation sessions
Ability to synthesize public sector priorities (e.g., digital equity, smart cities, workforce modernization) and translate them into AI-powered solutions
You might thrive in this role if you:
Are customer-first. You’re passionate about helping government agencies better serve the public. You build trust with leaders in state departments, city governments, and public agencies.
Are public-sector fluent. You understand the nuances of SLG structures, budget cycles, funding streams, and procurement challenges—and know how to navigate them effectively.
Are a problem-solver. You embrace the complexities of government work and bring creative, AI-enabled solutions to unique community needs.
Are a builder. You’re energized by shaping a new business segment. You create repeatable processes and scalable strategies tailored to SLG.
Are passionate about AI. You are excited about the opportunity to help public institutions responsibly adopt powerful technology that can improve lives and communities.
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.
Qualified applicants with arrest or conviction records will be considered for employment in accordance with applicable law, including the San Francisco Fair Chance Ordinance, the Los Angeles County Fair Chance Ordinance for Employers, and the California Fair Chance Act. 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.
We are committed to providing reasonable accommodations to applicants with disabilities, and requests can be made via this link.
OpenAI Global Applicant Privacy Policy
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.
