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Factory is a platform for self-improving software development, enabling enterprise engineering teams to build autonomous software factories. The company serves customers including Nvidia, Blackstone, RBC, Palo Alto Networks, Adobe, and T-Mobile, helping them ship code, review PRs, run tests, and deploy continuously. Factory raised $200M at a $5B valuation in 2026, backed by Khosla Ventures, Sequoia, Blackstone, and industry leaders.
You will own a named set of Aerospace and Defense accounts—defense primes, defense technology companies, and strategic suppliers—and lead enterprise sales cycles end-to-end: building pipeline, managing evaluations and pilots, navigating procurement, and closing multi-stakeholder deals. You will serve as the expert in conversations with CIOs, CTOs, chief AI officers, engineering leaders, chief engineers, program managers, and business development teams, demonstrating deep understanding of Factory's agentic engineering platform and its value to each customer's mission.
Your responsibilities include running strategic, consultative selling motions that map business value and IT-modernization priorities to the platform, building multi-year account plans aligned to federal buying cycles, and maintaining accurate forecasts and pipeline tracking. You will lead technically credible conversations spanning infrastructure, technology modernization, and the SDLC—CI/CD, DevSecOps, code review, testing, and release pipelines—and guide A&D engineering teams on integrating Factory's Droids into their existing workflows, including enterprise IT deployments across cloud, on-prem, and air-gapped enclaves.
You will work directly with Sales leadership and closely with product, engineering, and security teams to customize solutions for each customer's requirements, becoming an expert in on-prem, cloud, and edge deployments. You will develop the A&D ecosystem by cultivating relationships with systems integrators, cloud providers, and delivery partners so they embed Factory into their own solutions. You will educate and guide customers through the technical and practical adoption of AI-driven development tools, addressing risk, security, and compliance concerns while showcasing measurable engineering outcomes and ROI. Finally, you will establish Factory as a trusted partner for A&D customers, driving expansion and renewals by aligning to their long-term mission and modernization roadmaps, and feed market intelligence back to product and marketing.
REQUIREMENTS:
- 7+ years of sales experience, including 4+ years selling technology into the Aerospace and Defense industry (defense primes, defense technology companies, or aerospace manufacturers), managing complex sales cycles from start to finish
- Proven track record of achieving and exceeding sales targets, with hands-on experience navigating commercial and government procurement in the A&D industry and selling through or alongside systems integrators and resellers
- Strategic selling expertise: multi-threading executive relationships, building multi-year account plans, and navigating long budget and procurement cycles tied to the federal fiscal year
- Exceptional technical aptitude across infrastructure, the SDLC, and enterprise IT deployments—fluent in conversations about CI/CD, DevSecOps, cloud and on-prem environments, and large-scale modernization of legacy and mission-critical systems, with the ability to articulate complex solutions clearly
- Working knowledge of A&D security and compliance frameworks (ITAR/EAR, DFARS, CMMC, NIST SP 800-171) and how they shape technical evaluations and deployment architectures; experience with air-gapped, on-prem, or classified enclave deployments is a plus
- Strong interpersonal and communication skills, with the ability to engage effectively with technical decision-makers and C-level executives
- Established relationships within defense primes, defense technology companies, and the SI ecosystem serving them
- Self-motivated and able to thrive in a dynamic, fast-paced startup environment, including building an A&D practice. Genuine enthusiasm for AI, software development, and the defense mission is a plus.
