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Factory is a self-improving software development platform used by enterprise engineering teams (Nvidia, Blackstone, RBC, Palo Alto Networks, Adobe, T-Mobile) to automate code shipping, PR review, testing, and deployment. The company raised $200M at a $5B valuation in 2026, backed by Khosla Ventures, Sequoia, Blackstone, and operators including the CEOs of Databricks and Snowflake.
You will lead Factory's federal partner sales motion, driving revenue through US federal systems integrators (primes and mid-tier), government cloud providers (AWS GovCloud, Azure Government, Google Public Sector), federal-focused software partners, and the reseller channel (Carahsoft and second-tier resellers). You will focus on US civilian, defense, and intelligence agencies and their partners.
Key responsibilities:
- Own federal partner revenue: drive partner-sourced, partner-influenced, and reseller-transacted pipeline and bookings across FSIs, government clouds, software partners, and resellers.
- Build capture-level relationships with FSI capture leads, account executives, delivery and practice leaders—not just alliance managers—and get into joint program and agency account planning.
- Identify agency programs where Factory accelerates legacy modernization and cloud migration; co-sell those opportunities and sell to integrators for their own delivery work.
- Run co-sell in the field: agency and program planning, joint calls, solution narratives, teaming, deal registration, and triangulated deals involving Factory, government clouds, FSIs, software partners, and resellers.
- Work the channel: manage Carahsoft day-to-day, recruit and enable second-tier resellers, route deals through contract vehicles (GSA MAS, NASA SEWP, CIO-SP, agency BPAs) and marketplaces.
- Turn each lighthouse win into a quantified proof point and reusable co-sell play for partner capture and account teams.
- Enable Factory's federal sellers to co-sell by default; equip partner and reseller sellers to position Factory to agencies, including compliance and deployment story (FedRAMP path, air-gapped and on-prem options).
- Set up the scale path and build the team: feed proven plays into field marketing, enablement, and partner programs; build cadence, dashboards, and joint business reviews; hire federal partner sellers as revenue justifies headcount.
This is an early-stage motion where you will open doors, win lighthouses, and prove value before infrastructure exists. You will run the motion personally before earning headcount and align Factory Sales, Product, Marketing, and partner teams behind a shared program.
Success metrics: joint agency and integrator new logos and lighthouse wins first; then partner-sourced, partner-influenced, and reseller-transacted pipeline and ARR; workloads modernized and consumption driven to partners; second-tier resellers recruited and transacting; quantified mission proof points; partner seller adoption of co-sell; and a validated path to scale.
REQUIREMENTS:
- 8+ years in federal tech sales and alliances; 4+ years carrying or driving partner-sourced revenue with FSIs, government cloud providers, software partners, and the federal reseller channel, with senior field experience.
- Track record co-selling in the field with FSI capture teams and government cloud account executives, not just managing alliance programs remotely.
- Working knowledge of federal buying: contract vehicles, distributors and second-tier resellers, deal registration, fiscal-year cycle, and compliance gates (FedRAMP, impact levels, ATOs).
- Deep credibility on modernization: understand how agencies move legacy systems and workloads to the cloud and how that maps to mission outcomes, program funding, and consumption.
- Comfortable in early-stage motions where the program doesn't exist yet; a builder who runs the motion personally before earning headcount.
- Fluent in the AI ecosystem (frontier and open models, agent lifecycle, tokenomics, sovereignty, air-gapped deployment) to sell joint value to technical, mission, and contracting buyers.
PREFERRED:
- Time inside a federal systems integrator, government cloud, federal software, or distributor/reseller field or partner organization.
- Direct involvement in agency modernization co-sell.
- Existing relationships with capture and partner leaders in the DC market.
- Active or prior security clearance (not required).
