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Factory is a platform for self-improving software development, helping enterprise engineering teams build autonomous software factories. The company raised $200M at a $5B valuation in 2026, backed by Khosla Ventures, Sequoia, Blackstone, and industry leaders including the CEOs of Databricks and former CEO of Snowflake. Customers include Nvidia, Blackstone, RBC, Palo Alto Networks, Adobe, and T-Mobile.
You will own a named set of Federal Civilian agency accounts and drive adoption of Factory's agentic engineering platform across U.S. government agencies. You will run strategic, multi-stakeholder enterprise sales cycles end-to-end: build pipeline, manage evaluations and pilots, navigate federal procurement vehicles (GSA Schedule, BPAs, IDIQs), and close deals. You will serve as the expert in conversations with CIOs, CTOs, chief AI officers, engineering leaders, program offices, and contracting officers, demonstrating deep understanding of Factory's platform and its value to each agency's mission.
Key responsibilities include: running consultative selling motions that map agency missions and IT-modernization priorities to the platform; building multi-year account plans aligned to federal buying cycles; maintaining accurate forecasts and pipeline tracking; leading technically credible conversations spanning infrastructure, CI/CD, DevSecOps, code review, testing, and release pipelines; guiding agencies on integrating Factory's Droids into existing workflows across cloud, on-prem, and air-gapped environments; working with Sales leadership and cross-functional teams (product, engineering, security) to customize solutions and clear FedRAMP, ATO, and data-governance requirements; developing the federal channel by cultivating relationships with prime systems integrators and delivery partners; educating agencies on AI-driven development tools while addressing risk, security, and compliance concerns; and establishing Factory as a trusted partner by driving expansion, renewals, and feeding market intelligence back to product and marketing.
You will work directly with the CEO, VP of Sales, product, and engineering teams to build Factory's federal civilian practice from the field.
REQUIREMENTS:
- 7+ years of sales experience, including 4+ years selling technology into U.S. Federal Civilian agencies (VA, USDA, Dept of Energy, Treasury, Commerce, DHS, or independent agencies), managing complex sales cycles from start to finish
- Proven track record of achieving and exceeding sales targets, with hands-on experience navigating federal procurement (GSA Schedule, BPAs, IDIQs) 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, SDLC, and enterprise IT deployments — fluent in CI/CD, DevSecOps, cloud and on-prem environments, and large-scale system modernization, with ability to articulate complex solutions clearly
- Working knowledge of federal security and compliance frameworks (FedRAMP, FISMA, ATO, NIST SP 800-53) and how they shape technical evaluations and deployment architectures; experience with air-gapped or on-prem deployments is a plus
- Strong interpersonal and communication skills, able to engage effectively with technical decision-makers and C-level executives
- Established relationships within federal civilian agencies or the SI ecosystem serving them
- Self-motivated and able to thrive in a dynamic, fast-paced startup environment, including building a federal practice; genuine enthusiasm for AI and software development is a plus
- Ability to pass a U.S. government background investigation; active or prior security clearance is a plus but not required
