Account Executive, Aerospace and Defense

Factory

1d • Remote

About The Position

Factory is hiring an Account Executive to drive adoption of its agentic engineering platform across the Aerospace and Defense (A&D) industry, including defense primes, defense technology companies, and strategic suppliers. The role owns a named set of accounts and leads complex enterprise sales cycles from pipeline development and evaluations through procurement and closing. The Account Executive will build Factory’s A&D practice in partnership with company leadership and product, engineering, and security teams.

The position requires strategic, consultative selling and technical credibility across developer tools, AI, infrastructure, software development life-cycle practices, and enterprise IT deployments. The Account Executive will guide customers through commercial and government procurement, help integrate Factory’s Droids into existing workflows—including cloud, on-premises, edge, and air-gapped environments—and address security, risk, and compliance concerns. The role also develops relationships with systems integrators, cloud providers, and delivery partners, supports account expansion and renewals, and shares market intelligence with product and marketing teams. The position is remote.

Requirements

• At least 7 years of sales experience, including at least 4 years selling technology into the A&D industry, such as defense primes, defense technology companies, or aerospace manufacturers.
• Experience managing complex sales cycles from start to finish.
• A proven record of achieving and exceeding sales targets.
• Hands-on experience navigating commercial and government procurement in A&D and selling through or alongside systems integrators and resellers.
• Strategic selling skills, including executive relationship development, multi-year account planning, and navigating long federal budget and procurement cycles.
• Technical aptitude across infrastructure, the SDLC, and enterprise IT deployments, including CI/CD, DevSecOps, cloud and on-premises environments, and modernization of legacy and mission-critical systems.
• Ability to explain complex technical solutions clearly.
• Working knowledge of A&D security and compliance frameworks, including ITAR/EAR, DFARS, CMMC, and NIST SP 800-171.
• Strong interpersonal and communication skills and ability to engage technical decision-makers and C-level executives.
• Established relationships within defense primes, defense technology companies, and the systems integrator ecosystem serving them.
• Self-motivation and ability to thrive in a fast-paced startup environment, including building an A&D practice.

Nice To Haves

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

Responsibilities

• Own a named set of A&D accounts and lead enterprise sales cycles end-to-end, including pipeline development, evaluations and pilots, procurement, and closing multi-stakeholder deals.
• Serve as an expert in conversations with executives, engineering leaders, program managers, and business development and capture teams, demonstrating Factory’s platform and its value to customers’ missions.
• Map business value and IT modernization priorities to the platform, develop multi-year account plans aligned with federal buying cycles, and maintain forecasts, pipeline tracking, and sales plans.
• Lead technical conversations about infrastructure, technology modernization, and the SDLC, including CI/CD, DevSecOps, code review, testing, and release pipelines.
• Guide A&D engineering teams in 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 tailor solutions to customer requirements.
• Develop the A&D ecosystem by cultivating relationships with systems integrators, cloud providers, and delivery partners.
• Educate customers on adopting AI-driven development tools, addressing risk, security, and compliance concerns and demonstrating engineering outcomes and ROI.
• Build trusted customer relationships, drive expansions and renewals in alignment with long-term mission and 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