Account Executive, Fed Civilian

Factory

1d • Remote

About The Position

Factory is seeking a Federal Account Executive with knowledge of developer tools, AI, and the Federal Civilian market to drive adoption of its agentic engineering platform across U.S. Federal Civilian agencies. The role owns a named set of agency accounts, manages strategic multi-stakeholder sales through federal procurement, and helps build Factory’s federal civilian practice in collaboration with the CEO, VP of Sales, and product and engineering teams.

The Account Executive leads enterprise sales cycles from pipeline development and evaluations through procurement and closing. The role requires strategic, consultative engagement with agency stakeholders, technically credible conversations about infrastructure and the software development lifecycle, and coordination with product, engineering, and security teams to meet agency requirements. The position also develops channel relationships with systems integrators and delivery partners, supports customer adoption and expansion, and shares market intelligence with product and marketing. The position is remote.

Requirements

• At least 7 years of sales experience, including at least 4 years selling technology to U.S. Federal Civilian agencies and managing complex sales cycles from start to finish.
• A proven record of achieving and exceeding sales targets.
• Hands-on experience navigating federal procurement, including GSA Schedule, BPAs, and IDIQs, and selling through or alongside systems integrators and resellers.
• Expertise in strategic selling, including developing executive relationships, building multi-year account plans, and navigating federal budget and procurement cycles.
• Technical aptitude across infrastructure, the SDLC, and enterprise IT deployments, including CI/CD, DevSecOps, cloud and on-prem environments, and large-scale system modernization; ability to explain complex solutions clearly.
• Working knowledge of federal security and compliance frameworks, including FedRAMP, FISMA, ATO, and NIST SP 800-53, and how they affect technical evaluations and deployment architectures.
• Strong interpersonal and communication skills, including the ability to engage technical decision-makers and C-level executives.
• Established relationships within Federal Civilian agencies or the systems-integrator ecosystem serving them.
• Self-motivation and ability to thrive in a fast-paced startup environment, including building a federal practice.
• Ability to pass a U.S. government background investigation.

Nice To Haves

• Experience with air-gapped or on-prem deployments.
• An active or prior security clearance.
• Genuine enthusiasm for AI and software development.

Responsibilities

• Own a named set of Federal Civilian agency accounts and lead enterprise sales cycles end-to-end, including pipeline development, evaluations and pilots, procurement, and closing multi-stakeholder deals through vehicles such as GSA Schedule, agency BPAs/IDIQs, and reseller partners.
• Serve as an expert in conversations with CIOs, CTOs, chief AI officers, engineering leaders, program offices, and contracting officers, demonstrating Factory’s platform and its value to agency missions.
• Map agency missions 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 about infrastructure and the SDLC, including CI/CD, DevSecOps, code review, testing, and release pipelines, and guide agencies on integrating Factory’s Droids into existing workflows across cloud, on-prem, and air-gapped environments.
• Work with Sales leadership and product, engineering, and security teams to customize solutions for agency requirements and address FedRAMP, ATO, and data-governance requirements.
• Develop the federal channel by cultivating relationships with prime systems integrators and delivery partners so they embed Factory in their contract vehicles, solutions, and service offerings.
• Educate and guide agencies on adopting AI-driven development tools, addressing risk, security, and compliance concerns and demonstrating engineering outcomes and ROI.
• Establish Factory as a trusted federal partner, drive expansion and renewals in alignment with long-term modernization roadmaps, and provide market intelligence to product and marketing.

What This Job Offers

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