Account Executive, Intelligence Community

Factory

1d • Remote

About The Position

Factory is hiring an Account Executive to drive adoption of its agentic engineering platform across the Department of War and the Intelligence Community. The role owns a named set of Intelligence Community accounts and runs strategic, multi-stakeholder sales from pipeline development and technical evaluations through procurement and close. The Account Executive will help build Factory’s national security practice in partnership with the CEO, Sales leadership, product, engineering, and security teams.

The position calls for a technically credible, consultative seller who can connect mission and IT-modernization priorities to Factory’s platform and guide customers through adoption, deployment, security, and compliance considerations. The role also develops channel relationships with prime systems integrators and delivery partners, builds long-term account relationships that support expansion and renewals, and shares market intelligence with product and marketing. The role is remote.

Requirements

• At least 7 years of sales experience, including at least 4 years selling technology into the Department of War or the Intelligence Community, such as service branches, defense software factories, combatant commands, or intelligence agencies.
• Experience managing complex sales cycles from start to finish.
• A proven record of achieving and exceeding sales targets.
• Hands-on experience navigating defense and intelligence procurement and selling through or alongside systems integrators and resellers.
• Strategic selling expertise, including multi-threading executive relationships, building multi-year account plans, and navigating long budget and procurement cycles tied to the federal fiscal year.
• Strong technical aptitude across infrastructure, the SDLC, and enterprise IT deployments; fluency in CI/CD, DevSecOps, cloud and on-premises environments, and large-scale system modernization; and the ability to explain complex solutions clearly.
• Working knowledge of defense and intelligence security and compliance frameworks, including FISMA, ATO, NIST SP 800-53, and Impact Levels, and how they affect technical evaluations and deployment architectures.
• Strong interpersonal and communication skills and the ability to work effectively with technical decision-makers and C-level executives.
• Established relationships within the Department of War and the systems integrator ecosystem serving it.
• Self-motivation and ability to thrive in a dynamic, fast-paced startup environment, including building a national security practice.
• Active Top Secret/Sensitive Compartmented Information (TS/SCI) clearance.

Nice To Haves

• Experience with air-gapped, on-premises, or classified enclave deployments.
• Genuine enthusiasm for AI, software development, and the national security mission.

Responsibilities

• Own a named set of Intelligence Community accounts and lead enterprise sales cycles end-to-end, including pipeline development, evaluations and pilots, procurement, and closing multi-stakeholder deals through OTAs, IDIQs, SI programs, marketplaces, and reseller partners.
• Serve as an expert in discussions with CIOs, CTOs, chief AI officers, engineering leaders, program and mission owners, and contracting officers, demonstrating the platform’s value to customer missions.
• Run strategic, consultative sales motions by mapping mission and IT-modernization priorities to Factory’s platform, building multi-year account plans aligned to federal buying cycles, and maintaining accurate forecasts, pipeline tracking, and sales plans.
• Lead technically credible conversations about infrastructure, technology modernization, and the SDLC, including CI/CD, DevSecOps, code review, testing, and release pipelines.
• Guide defense and intelligence engineering teams on integrating Factory’s Droids into existing workflows, including enterprise IT deployments across cloud, on-premises, and air-gapped environments.
• Work with Sales leadership and product, engineering, and security teams to customize solutions for customer requirements; develop expertise in on-premises, cloud, and edge deployments.
• Develop the national security channel by cultivating relationships with prime systems integrators and delivery partners so they incorporate Factory into 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 and demonstrating engineering outcomes and ROI.
• Establish Factory as a trusted national security partner, drive expansion and renewals by aligning with long-term mission and modernization roadmaps, and share market intelligence with product and marketing.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed