Account Executive, Intelligence Community

The role

You will lead enterprise sales cycles for Factory's agentic engineering platform across the Intelligence Community. You will manage accounts, navigate procurement, and build a national security practice alongside leadership.

What you will do

• Own a named set of Intelligence Community accounts to lead enterprise sales cycles end-to-end
• Build pipeline, manage evaluations and pilots, and navigate procurement
• Close multi-stakeholder deals through OTAs, IDIQs, SI programs, marketplaces and reseller partners
• Serve as the expert in conversations with CIOs, CTOs, chief AI officers, engineering leaders, program and mission owners, and contracting officers
• Run strategic, consultative selling motions
• Build multi-year account plans aligned to federal buying cycles
• Lead technically credible 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

Required qualifications

• 7+ years of sales experience
• 4+ years selling technology into the Department of War or the Intelligence Community
• Proven track record of achieving and exceeding sales targets
• Experience navigating defense and intelligence procurement and 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 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
• Self-motivated and able to thrive in a dynamic, fast-paced startup environment
• Active Top Secret/Sensitive Compartmented Information (TS/SCI) clearance required

Nice to have

• experience with air-gapped, on-prem, or classified enclave deployments
• A genuine enthusiasm for AI, software development, and the national security 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, Sequoia, Blackstone, Ali Ghodsi, and Frank Slootman.