Account Executive, Department of War

Factory

22h•Remote

About The Position

Factory is seeking a Federal Account Executive with knowledge of developer tools, AI, and the national security market to drive adoption of its agentic engineering platform across the Department of War and the Intelligence Community. The role owns a named set of accounts and manages strategic, multi-stakeholder sales through defense and intelligence procurement, while helping build Factory’s national security practice in partnership with the CEO, Sales leadership, product, and engineering teams. The Account Executive leads enterprise sales cycles from pipeline development through evaluation, pilot, procurement, and close. They engage customer executives, engineering and mission leaders, and contracting officers; connect mission and modernization priorities to Factory’s platform; and guide engineering teams in integrating Factory’s Droids into existing workflows. The role also develops systems-integrator and delivery-partner channels, supports customer adoption, and drives account expansion and renewals. The position is remote.

Requirements

At least 7 years of sales experience, including at least 4 years selling technology into the Department of War or Intelligence Community.
Experience managing complex sales cycles from start to finish, including with service branches, defense software factories, combatant commands, or intelligence agencies.
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 federal fiscal-year budget and procurement cycles.
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.
Ability to explain complex technical solutions clearly.
Working knowledge of defense and intelligence security and compliance frameworks, including FISMA, ATO, NIST SP 800-53, and Impact Levels.
Strong interpersonal and communication skills, with the ability to engage 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.

Nice To Haves

Experience with air-gapped, on-premises, or classified-enclave deployments.
Active Top Secret (TS)+ security clearance.
Enthusiasm for AI, software development, and the national security mission.

Responsibilities

Own named national security accounts across the Department of War and lead enterprise sales cycles end-to-end, including pipeline development, evaluations, pilots, procurement, and closing multi-stakeholder deals.
Navigate defense and intelligence procurement through GWACs, OTAs, IDIQs, marketplaces, and reseller partners.
Serve as an expert in conversations with CIOs, CTOs, chief AI officers, engineering leaders, program and mission owners, and contracting officers.
Map mission and IT-modernization priorities to Factory’s platform; build multi-year account plans aligned with federal buying cycles; and maintain 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 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 the national security channel by cultivating relationships with prime systems integrators and delivery partners.
Educate customers on the technical and practical adoption of AI-driven development tools, addressing risk, security, and compliance concerns and demonstrating engineering outcomes and ROI.
Build Factory’s standing as a trusted national security partner, drive expansion and renewals in alignment with mission and modernization roadmaps, and share market intelligence with product and marketing.