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Factory is building the platform for self-improving software development, helping enterprise engineering teams turn their organizations into autonomous software factories. Customers including Nvidia, Blackstone, RBC, Palo Alto Networks, Adobe, and T-Mobile use Factory to ship code, review PRs, run tests, and deploy continuously. The company raised $200M at a $5B valuation in 2026, with total funding exceeding $400M, backed by Khosla Ventures, Sequoia, Blackstone, and operators including Ali Ghodsi (Databricks CEO) and Frank Slootman (former Snowflake CEO).
You will build and lead Factory's West Enterprise sales organization as a second-line leader, carrying the regional number. This role is for someone who has succeeded as an individual contributor, led teams to quota, and built the leaders who replicate that success.
Key responsibilities include:
- Recruiting and hiring Regional Directors and Enterprise Account Executives; designing a scalable team structure
- Coaching Regional Directors to become strong leaders who hire well, inspect deals rigorously, and develop their teams
- Setting West regional strategy: territory and account coverage, high-value market segments, and plans to win Fortune 1000 and high-growth enterprise accounts
- Owning regional targets, building accurate forecasts, and running disciplined pipeline generation, deal reviews, and quarterly business reviews
- Creating a high-performance culture built on accountability, coaching, and continuous improvement
- Serving as executive sponsor on strategic deals; building relationships with CIOs, CTOs, and engineering leaders
- Partnering with product, engineering, marketing, and customer success on go-to-market strategy and enterprise value proposition
- Translating field insights and customer feedback into company strategy and roadmap refinement
- Building repeatable, scalable sales motions for new logos, expansion, and renewals
- Defining hiring profiles, onboarding, enablement, and compensation structures to support growth
Your Regional Directors will lead Enterprise Account Executives running technical, multi-stakeholder sales cycles at Fortune 1000 and high-growth enterprises, selling Factory's Droids to CIOs, CTOs, engineering leaders, and procurement.
QUALIFICATIONS:
- 12+ years of sales experience, including 7+ years selling into enterprise accounts with complex decision-making processes
- 5+ years of sales leadership experience, including 2+ years managing Regional Directors or other front-line sales leaders
- Proven track record of building enterprise sales teams from the ground up and scaling them to consistently meet and exceed targets in a technology-driven environment
- History of developing talent: hiring and promoting front-line leaders and building strong teams under them
- Experience setting regional strategy (territory design, account segmentation, capacity planning, go-to-market planning)
- Strong forecasting and pipeline management discipline; ability to provide executive team with accurate, data-driven business view
- Exceptional technical aptitude: quickly learn new technologies, explain complex solutions simply, hold credible conversations with technical buyers and C-level executives
- Hands-on experience using AI to improve efficiency (account research, deal preparation, forecasting, pipeline management); excited to build an AI-first sales organization
- Highly desirable: experience scaling a sales organization at a high-growth startup, particularly in developer tools, AI, or infrastructure software
- Self-motivated; able to thrive in dynamic, fast-paced startup environment
