← All roles

Account Executive, Aerospace and Defense

Factory· Federal
Apply on company site
RemoteFull-timePosted 4d ago

About the role

Account Executive role focused on selling Factory's agentic engineering platform to Aerospace & Defense (A&D) across defense primes, technology companies, and the defense industrial base; involves managing end-to-end enterprise sales, multi-stakeholder deals, and building Factory's A&D practice.

Responsibilities

  • Own a named set of Aerospace and Defense accounts — defense primes, defense technology companies, and strategic suppliers — to lead enterprise sales cycles end-to-end: build pipeline, manage evaluations and pilots, navigate procurement, and close multi-stakeholder deals
  • Serve as the expert in conversations with CIOs, CTOs, chief AI officers, engineering leaders, chief engineers, program managers, and business development and capture teams
  • Run strategic, consultative selling motions: map business value and IT-modernization priorities to the platform, build multi-year account plans aligned to federal buying cycles, and maintain accurate forecasts, pipeline tracking, and sales plans
  • Lead technically credible conversations spanning infrastructure, technology modernization and the SDLC — CI/CD, DevSecOps, code review, testing, and release pipelines — and guide A&D engineering teams on integrating Factory's Droids into their existing workflows
  • Work directly with the Sales leadership, and closely with product, engineering, and security teams to customize solutions for each customer's requirements
  • Develop the A&D ecosystem: cultivate relationships with systems integrators, cloud providers, and delivery partners so they embed Factory into their own solutions and service offerings
  • Educate and guide customers through the technical and practical adoption of AI-driven development tools — addressing risk, security, and compliance concerns while showcasing measurable engineering outcomes and ROI
  • Establish Factory as a trusted partner for A&D customers, driving expansion and renewals by aligning to their long-term mission and modernization roadmaps, and feed market intelligence back to product and marketing

Qualifications

  • 7+ years of sales experience, including 4+ years selling technology into the Aerospace and Defense industry (e.g., defense primes, defense technology companies, or aerospace manufacturers)
  • Proven track record of achieving and exceeding sales targets, with hands-on experience navigating commercial and government procurement in the A&D industry 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 modernization of legacy and mission-critical systems
  • Working knowledge of A&D security and compliance frameworks (ITAR/EAR, DFARS, CMMC, NIST SP 800-171) and how they shape technical evaluations and deployment architectures; experience with air-gapped, on-prem, or classified enclave deployments is a plus
  • Strong interpersonal and communication skills, with the ability to engage effectively with technical decision-makers and C-level executives alike
  • Established relationships within defense primes, defense technology companies, and the SI ecosystem serving them
  • Self-motivated and able to thrive in a dynamic, fast-paced startup environment, including building an A&D practice
  • A genuine enthusiasm for AI, software development, and the defense mission is a plus

Skills

Required:SalesStrategic sellingTechnical aptitude
Last updated Oct 22, 2026. Interested? Apply on the company site.
Factory logo

About Factory

Build faster with AI coding agents.

Build faster with AI coding agents. Factory Droids automate coding, testing, and deployment for startups and enterprises.

AIautomationdevelopmentfactorycode integrationdocumentationintelligent workspace
Company profileWebsite

More open roles at Factory