Job description

ABOUT FACTORY Our mission is to create a world where software builds and improves itself. We build the platform for self-improving software development, helping the world's largest enterprise engineering teams turn their organizations into autonomous software factories. Customers including Nvidia, Blackstone, Royal Bank of Canada (RBC), Palo Alto Networks, Adobe, and T-Mobile run Factory to ship code, review PRs, run tests, and deploy continuously - getting smarter with every cycle. In 2026, we raised $200M at a $5B valuation, bringing our total funding to over $400M. We are backed by world-class investors and operators including Khosla Ventures, Sequoia, Blackstone, Ali Ghodsi (CEO of Databricks), and Frank Slootman (Former CEO of Snowflake). ABOUT THE ROLE Factory is on the hunt for a Federal Account Executive with deep knowledge of developer tools, AI, and the national security market to drive adoption of Factory's agentic engineering platform across the Department of War and the Intelligence Community — turning mission-driven engineering organizations into autonomous development systems. You will own a named set of accounts, run strategic multi-stakeholder deals through defense and intelligence procurement, and help build Factory's national security practice from the field alongside our CEO, VP of Sales, product, and engineering teams. WHAT YOU WILL DO AND ACHIEVE - Own a named set of Intelligence Community accounts to lead enterprise sales cycles end-to-end: build pipeline, manage evaluations and pilots, navigate procurement, close multi-stakeholder deals through OTAs, IDIQs, SI programs, marketplaces and reseller partners. - Serve as the expert in conversations with CIOs, CTOs, chief AI officers, engineering leaders, program and mission owners, and contracting officers, demonstrating deep understanding of Factory's platform and its value to each customer's mission. - 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, pipeline tracking, and sales plans. - Lead technically credible conversations spanning infrastructure, technology modernization and the SDLC — CI/CD, DevSecOps, code review, testing, and release pipelines — and guide defense and intelligence engineering teams on integrating Factory's Droids into their existing workflows, including enterprise IT deployments across cloud, on-prem, and air-gapped enclaves. - Work directly with the Sales leadership, and closely with product, engineering, and security teams to customize solutions for each customer's requirements. Be an expert in on prem, cloud, and edge deployments. - Develop the national security channel: cultivate relationships with prime systems integrators and delivery partners so they embed Factory into their own contract vehicles, solutions, and service offerings. - Educate and guide customers through the technical and practical adoption of AI-driven development tools — addressing risk, security, and compliance concerns while showcasing measurable engineering outcomes and ROI. - 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. QUALIFICATIONS - 7+ years of sales experience, including 4+ years selling technology into the Department of War or the Intelligence Community (e.g., 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 in a straightforward manner. - 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 alike. - 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. A genuine enthusiasm for AI, software development, and the national security mission is a plus. - Active Top Secret/Sensitive Compartmented Information (TS/SCI) clearance required. Location: Remote

Requirements

Must-haves

Work directly with the Sales leadership, and closely with product, engineering, and security teams to customize solutions for each customer's requirements. Be an expert in on prem, cloud, and edge deployments.
Develop the national security channel: cultivate relationships with prime systems integrators and delivery partners so they embed Factory into their own contract vehicles, solutions, and service offerings.
Educate and guide customers through the technical and practical adoption of AI-driven development tools — addressing risk, security, and compliance concerns while showcasing measurable engineering outcomes and ROI.
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.
Strong interpersonal and communication skills, with the ability to engage effectively with technical decision-makers and C-level executives alike.
Established relationships within the Department of War and the SI ecosystem serving them.
Active Top Secret/Sensitive Compartmented Information (TS/SCI) clearance required.
Location: Remote

Nice-to-haves

None flagged.

Application prep

Use the role’s language and application details while tailoring your materials.

Keywords to mirror

aici/cd

Platform: ashby
Effort: quick