Account Executive, Aerospace and Defense

The role

You will lead enterprise sales cycles for an agentic engineering platform within the Aerospace and Defense industry. You will manage a named set of accounts, navigate procurement, and build the A&D practice alongside leadership.

What you will do

• Own a named set of Aerospace and Defense accounts to lead enterprise sales cycles end-to-end
• Build pipeline, manage evaluations and pilots, navigate procurement, and close multi-stakeholder deals
• Serve as the expert in conversations with CIOs, CTOs, and engineering leaders
• Run strategic, consultative selling motions and build multi-year account plans
• Lead technically credible conversations spanning infrastructure, technology modernization and the SDLC
• Guide A&D engineering teams on integrating Factory's Droids into existing workflows
• Work with Sales leadership, product, engineering, and security teams to customize solutions
• Develop the A&D ecosystem by cultivating relationships with systems integrators and cloud providers
• Educate customers through the technical and practical adoption of AI-driven development tools
• Establish Factory as a trusted partner to drive expansion and renewals

Required qualifications

• 7+ years of sales experience
• 4+ years selling technology into the Aerospace and Defense industry
• Experience managing complex sales cycles from start to finish
• Proven track record of achieving and exceeding sales targets
• Experience navigating commercial and government procurement in the A&D industry
• Experience selling through or alongside systems integrators and resellers
• Strategic selling expertise in multi-threading executive relationships and building multi-year account plans
• Exceptional technical aptitude across infrastructure, the SDLC, and enterprise IT deployments
• Working knowledge of A&D security and compliance frameworks (ITAR/EAR, DFARS, CMMC, NIST SP 800-171)
• Strong interpersonal and communication skills
• Established relationships within defense primes, defense technology companies, and the SI ecosystem

Nice to have

• Experience with air-gapped, on-prem, or classified enclave deployments
• A genuine enthusiasm for AI, software development, and the defense mission

About the company

Factory builds the platform for self-improving software development to help enterprise engineering teams become autonomous software factories. The company is backed by investors including Khosla Ventures and Sequoia.