Account Executive, Department of War

Factory is on the hunt for a Federal Account Executive with deep knowledge of developer tools, AI, and the national security market to drive adoption of Factory's agentic engineering platform across the Department of War and the Intelligence Community, turning mission-driven engineering organizations into autonomous development systems. You will own a named set of accounts, run strategic multi-stakeholder deals through defense and intelligence procurement, and help build Factory's national security practice from the field alongside our CEO, VP of Sales, product, and engineering teams.

Responsibilities

Own a named set of national security accounts across the Department of War and lead enterprise sales cycles end-to-end; 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, building multi-year account plans and maintaining accurate forecasts and pipeline tracking; Lead technically credible conversations on infrastructure, technology modernization and the SDLC, and guide engineering teams on integrating Factory's Droids into existing workflows; Work with Sales leadership, product, engineering, and security teams to customize solutions for each customer; Develop the national security channel with prime systems integrators and delivery partners; Educate and guide customers on adopting AI-driven development tools, addressing risk, security, and compliance concerns; Establish Factory as a trusted partner for national security customers, driving expansion and renewals and feeding market intelligence back to product and marketing

Requirements

7+ years of sales experience, including 4+ years selling technology into the Department of War or the Intelligence Community, managing complex sales cycles from start to finish; Proven track record of achieving and exceeding sales targets, with hands-on experience navigating defense and intelligence procurement and selling through or alongside systems integrators and resellers; Strategic selling expertise: multi-threading executive relationships, building multi-year account plans, and navigating long budget and procurement cycles tied to the federal fiscal year; Exceptional technical aptitude across infrastructure, the SDLC, and enterprise IT deployments, fluent in CI/CD, DevSecOps, cloud and on-prem environments, and large-scale system modernization; Working knowledge of defense and intelligence security and compliance frameworks (FISMA, ATO, NIST SP 800-53, Impact Levels); Strong interpersonal and communication skills, able to engage technical decision-makers and C-level executives; Established relationships within the Department of War and the SI ecosystem serving them; Self-motivated and able to thrive in a dynamic, fast-paced startup environment, including building a national security practice

Nice to have

Experience with air-gapped, on-prem, or classified enclave deployments; Active Top Secret (TS)+ security clearance (not required but a differentiator); Genuine enthusiasm for AI, software development, and the national security mission