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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, and raised $200M at a $5B valuation in 2026 with backing from Khosla Ventures, Sequoia, Blackstone, and industry leaders.
You will serve as a Federal Account Executive focused on driving adoption of Factory's agentic engineering platform across the Department of War and Intelligence Community. You will own a named set of accounts and run strategic multi-stakeholder deals through defense and intelligence procurement channels, helping build Factory's national security practice alongside leadership and product teams.
Key responsibilities include:
- Own and manage a portfolio of Intelligence Community accounts, leading enterprise sales cycles end-to-end: pipeline building, evaluations, pilots, procurement navigation, and closing multi-stakeholder deals through OTAs, IDIQs, SI programs, and reseller partners.
- Serve as the expert in conversations with CIOs, CTOs, chief AI officers, engineering leaders, program owners, and contracting officers, demonstrating deep platform knowledge and mission value.
- Run strategic, consultative selling: map mission and IT-modernization priorities to the platform, build multi-year account plans aligned to federal fiscal cycles, and maintain accurate forecasts and pipeline tracking.
- Lead technically credible conversations spanning infrastructure, technology modernization, and the SDLC (CI/CD, DevSecOps, code review, testing, release pipelines), guiding defense and intelligence teams on integrating Factory's Droids into existing workflows across cloud, on-prem, and air-gapped environments.
- Work with Sales leadership and cross-functional teams (product, engineering, security) to customize solutions for customer requirements, with expertise in on-prem, cloud, and edge deployments.
- 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.
- Educate customers on AI-driven development tools adoption, addressing risk, security, and compliance concerns while demonstrating measurable engineering outcomes and ROI.
- Establish Factory as a trusted national security partner, driving expansion and renewals aligned to long-term mission 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 Intelligence Community (service branches, defense software factories, combatant commands, or intelligence agencies), managing complex sales cycles end-to-end.
- 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 CI/CD, DevSecOps, cloud and on-prem environments, and large-scale system modernization, with 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, engaging effectively with technical decision-makers and C-level executives.
- Established relationships within the Department of War and the SI ecosystem serving it.
- Self-motivated, able to thrive in a dynamic, fast-paced startup environment, and building a national security practice. Genuine enthusiasm for AI, software development, and the national security mission is a plus.
- Active Top Secret/Sensitive Compartmented Information (TS/SCI) clearance required.
