Account Executive, Fed Civilian

Factory is on the hunt for a Federal Account Executive with deep knowledge of developer tools, AI, and the Federal Civilian market to drive adoption of Factory's agentic engineering platform across U.S. Federal Civilian agencies, turning government engineering organizations into autonomous development systems. You will own a named set of agencies, run strategic multi-stakeholder deals through federal procurement, and help build Factory's federal civilian practice from the field alongside the CEO, VP of Sales, product, and engineering teams.

Responsibilities

Own a named set of Federal Civilian agency accounts and lead enterprise sales cycles end-to-end: build pipeline, manage evaluations and pilots, navigate procurement, close multi-stakeholder deals through vehicles like GSA Schedule, agency BPAs/IDIQs, and reseller partners; Serve as the expert in conversations with CIOs, CTOs, chief AI officers, engineering leaders, program offices, and contracting officers; Run strategic, consultative selling motions: map agency missions and IT-modernization priorities to the platform, build multi-year account plans, and maintain accurate forecasts, pipeline tracking, and sales plans; Lead technically credible conversations spanning infrastructure and the SDLC, and guide agencies on integrating Factory's Droids into existing workflows, including enterprise IT deployments across cloud, on-prem, and air-gapped enclaves; Work directly with Sales leadership and closely with product, engineering, and security teams to customize solutions and clear FedRAMP, ATO, and data-governance requirements; Develop the federal channel by cultivating relationships with prime systems integrators and delivery partners; Educate and guide agencies through the technical and practical adoption of AI-driven development tools, addressing risk, security, and compliance concerns; Establish Factory as a trusted partner for federal 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 U.S. Federal Civilian agencies, managing complex sales cycles from start to finish; Proven track record of achieving and exceeding sales targets, with hands-on experience navigating federal procurement (GSA Schedule, BPAs, IDIQs) 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, with the ability to articulate complex solutions in a straightforward manner; Working knowledge of federal security and compliance frameworks (FedRAMP, FISMA, ATO, NIST SP 800-53) and how they shape technical evaluations and deployment architectures; Strong interpersonal and communication skills, with the ability to engage effectively with technical decision-makers and C-level executives alike; Established relationships within federal civilian agencies or the SI ecosystem serving them; Self-motivated and able to thrive in a dynamic, fast-paced startup environment, including building a federal practice; Ability to pass a U.S. government background investigation

Nice to have

Experience with air-gapped or on-prem deployments; A genuine enthusiasm for AI and software development; An active or prior security clearance (not required)