Account Executive, Department of War

The role

You will drive adoption of Factory's agentic engineering platform across the Department of War and the Intelligence Community. You will own a named set of accounts and lead enterprise sales cycles through defense and intelligence procurement.

What you will do

• Lead enterprise sales cycles end-to-end for national security accounts.
• Build pipeline, manage evaluations and pilots, and navigate procurement.
• Close multi-stakeholder deals through GWACs, OTAs, defense and intelligence 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.
• Run strategic, consultative selling motions and build multi-year account plans.
• Lead technical conversations spanning infrastructure, technology modernization and the SDLC.
• Guide defense and intelligence engineering teams on integrating Factory's Droids into existing workflows.
• Work with sales leadership, product, engineering, and security teams to customize solutions.
• Develop the national security channel by cultivating relationships with prime systems integrators and delivery partners.
• Educate customers through the technical and practical adoption of AI-driven development tools.

Required qualifications

• 7+ years of sales experience
• 4+ years selling technology into the Department of War or the Intelligence Community
• Experience managing complex sales cycles from start to finish
• Proven track record of achieving and exceeding sales targets
• Experience navigating defense and intelligence procurement
• Experience selling through or alongside systems integrators and resellers
• Strategic selling expertise in multi-threading executive relationships and building multi-year account plans
• Technical aptitude across infrastructure, the SDLC, and enterprise IT deployments
• Working knowledge of defense and intelligence security and compliance frameworks (FISMA, ATO, NIST SP 800-53, Impact Levels)
• Strong interpersonal and communication skills
• Established relationships within the Department of War and the SI ecosystem

Nice to have

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

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.