SlipstreamJobs tracks this role from the company's public career site. Apply directly on the employer's site.
Factory is a platform for self-improving software development, helping enterprise engineering teams build autonomous software factories. The company is backed by Khosla Ventures, Sequoia, and Blackstone, raised $200M at a $5B valuation in 2026, and counts Nvidia, Blackstone, RBC, Palo Alto Networks, Adobe, and T-Mobile as customers.
You will own a named set of national security accounts across the Department of War and Intelligence Community, leading enterprise sales cycles end-to-end. Responsibilities include building pipeline, managing evaluations and pilots, navigating federal procurement (GWACs, OTAs, IDIQs, marketplaces, reseller partners), and closing multi-stakeholder deals. You will serve as the technical expert in conversations with CIOs, CTOs, chief AI officers, engineering leaders, and contracting officers, demonstrating deep understanding of Factory's platform and its value to national security missions.
You will run strategic, consultative selling motions: map mission and IT-modernization priorities to the platform, build multi-year account plans aligned to federal buying cycles, and maintain accurate forecasts and pipeline tracking. You will lead technically credible conversations spanning infrastructure, technology modernization, and the SDLC (CI/CD, DevSecOps, code review, testing, release pipelines), and guide defense and intelligence engineering teams on integrating Factory's Droids into existing workflows 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, with expertise in on-prem, cloud, and edge deployments. You will develop the national security channel by cultivating relationships with prime systems integrators and delivery partners to embed Factory into their contract vehicles and service offerings. You will educate and guide customers through 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 national security 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 Department of War or the Intelligence Community (service branches, defense software factories, combatant commands, or intelligence agencies), managing complex sales cycles from start to finish
- Proven track record of achieving and exceeding sales targets, with hands-on experience navigating defense and intelligence procurement 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 system modernization, with the ability to articulate complex solutions clearly
- Working knowledge of defense and intelligence security and compliance frameworks (FISMA, ATO, NIST SP 800-53, Impact Levels) 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 the Department of War and the SI ecosystem serving them
- Self-motivated and able to thrive in a dynamic, fast-paced startup environment, including building a national security practice; genuine enthusiasm for AI, software development, and the national security mission is a plus
- Active Top Secret (TS)+ security clearance is not required but is a differentiator
