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Account Executive, Department of War

Factory· Federal
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RemoteFull-timePosted 4d ago

About the role

Federal Account Executive focused on driving adoption of Factory's agentic engineering platform within national security agencies, leading enterprise sales cycles end-to-end across the Department of War and Intelligence Community, and building Factory's national security practice.

Responsibilities

  • Own a named set of national security accounts across the Department of War to lead enterprise sales cycles end-to-end: build pipeline, manage evaluations and pilots, navigate procurement, close multi-stakeholder deals through GWACs, OTAs, defense and intelligence IDIQs, 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, demonstrating deep understanding of Factory's platform and its value to each customer's mission.
  • Run strategic, consultative selling motions: map mission 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 defense and intelligence engineering teams on integrating Factory's Droids into their existing workflows, including enterprise IT deployments across cloud, on-prem, and air-gapped enclaves.
  • Work directly with the Sales leadership, and closely with product, engineering, and security teams to customize solutions for each customer's requirements. Be an expert in on prem, cloud, and edge deployments.
  • Develop the national security channel: cultivate relationships with prime systems integrators and delivery partners so they embed Factory into their own contract vehicles, 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 national security 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 Department of War or the Intelligence Community (e.g., service branches, defense software factories, combatant commands, or intelligence agencies), 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 conversations about 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 defense and intelligence security and compliance frameworks (FISMA, ATO, NIST SP 800-53, Impact Levels) 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 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. A genuine enthusiasm for AI, software development, and the national security mission is a plus.
  • Active Top Secret (TS)+ security clearance is not required but a differentiator.

Skills

Required:Sales strategy and account planningTechnical articulation of solutionsStakeholder management (C-level and IT leaders)
Last updated Oct 22, 2026. Interested? Apply on the company site.
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