Field Partner Sales Leader - US Federal

The role

This leader will drive US federal revenue by building relationships with federal systems integrators, government cloud providers, software partners, and the reseller channel. The role focuses on US civilian, defense, and intelligence agencies to create repeatable co-sell and resale motions.

What you will do

• Own federal partner revenue across FSIs, government clouds, software partners, and the reseller channel.
• Develop relationships with FSI capture leads, account executives, and delivery leaders.
• Identify agency programs where Factory accelerates legacy modernization and cloud migration.
• Run co-sell activities including agency planning, joint calls, and deal registration.
• Manage the Carahsoft relationship and recruit second-tier resellers.
• Route deals through contract vehicles and marketplaces.
• Turn lighthouse wins into quantified proof points and reusable co-sell plays.
• Enable Factory federal sellers and partner/reseller sellers.
• Set up the scale path and build the team as revenue justifies headcount.

Required qualifications

• 8+ years in federal tech sales and alliances
• 4+ years carrying or driving partner-sourced revenue with FSIs, government cloud providers, software partners, and the federal reseller channel, with senior field experience
• Track record co-selling in the field with FSI capture teams and government cloud account executives
• Working knowledge of federal buying, including contract vehicles, distributors, resellers, deal registration, fiscal-year cycle, and compliance gates (FedRAMP, impact levels, ATOs)
• Deep credibility on modernization and moving legacy systems to the cloud
• Ability to work in early-stage motions to open doors and prove value
• Fluent in the AI ecosystem including frontier and open models, agent lifecycle, tokenomics, sovereignty, and air-gapped deployment

Nice to have

• Time inside a federal systems integrator, government cloud, federal software, or distributor or reseller field or partner organization
• Direct involvement in agency modernization co-sell
• Existing relationships with capture and partner leaders in the DC market
• An active or prior clearance

About the company

Factory builds a platform for self-improving software development to help enterprise engineering teams become autonomous software factories. The company is backed by investors including Khosla Ventures, Sequoia, Blackstone, Ali Ghodsi, and Frank Slootman.