A&D AI Platforms Account Executive (Remote)

Factory; United States; Remote; USD 140,000 - 210,000; Full time

Job summary

Factory is seeking an Account Executive with deep knowledge of developer tools, AI, and aerospace & defense to drive adoption of Factory's autonomous engineering platform across defense primes and technologists. You will own a named set of accounts, run strategic multi-stakeholder deals through commercial and government procurement motions, and help build Factory's A&D practice from the field.

You will lead enterprise sales cycles end-to-end, engage CIOs/CTOs, map business value to IT

Qualifications

• 7+ years of sales experience, including 4+ years selling technology into the Aerospace and Defense industry, managing complex sales cycles from start to finish.
• Proven track record of achieving and exceeding sales targets, with hands-on experience navigating commercial and government procurement in the A&D industry.
• Strategic selling: multi-threading executive relationships, multi-year account plans, and navigating long budget cycles.
• Exceptional technical aptitude across infrastructure, the SDLC, and enterprise IT deployments — fluent in CI/CD, DevSecOps, cloud and on-prem environments.
• Working knowledge of ITAR/EAR, DFARS, CMMC, NIST SP 800-171; air-gapped/on-prem/classified enclave deployments a plus.
• Strong interpersonal and communication skills with both technical decision-makers and C-level executives.
• Established relationships within defense primes, defense technology companies, and SI ecosystem.
• Self-motivated and thrive in a fast-paced startup environment, with enthusiasm for AI, software development, and the defense mission.

Responsibilities

• Own a named set of Aerospace and Defense accounts — defense primes and strategic suppliers — to lead enterprise sales cycles end-to-end: build pipeline, evaluations, pilots, procurement, and multi-stakeholder closes.
• Serve as the expert in conversations with CIOs, CTOs, chief AI officers, engineering leaders, program managers, and business development teams, showing Factory's value for mission.
• Run strategic, consultative selling motions: map value to IT modernization, build multi-year plans aligned to federal buying cycles, maintain forecasts and pipelines.
• Lead conversations spanning infrastructure, SDLC, and deployments — guide teams on integrating Factory's Droids into workflows across cloud, on-prem, air-gapped environments.
• Collaborate with Sales leadership, product, engineering, and security to tailor solutions; be expert in on-prem, cloud, and edge deployments.
• Develop the A&D ecosystem with SI partners, cloud providers, and delivery partners to embed Factory into their offerings.
• Educate customers on AI-driven development tools, addressing risk, security, and ROI with measurable outcomes.
• Position Factory as a trusted A&D partner to drive expansions and feed market intel back to product/marketing.

Skills

A&D domain knowledge

Enterprise sales

Executive relationship management

Strategic selling

C-level engagement

Tools

ITAR/EAR

DFARS

CMMC

NIST SP 800-171

Job description

Factory is seeking an Account Executive with deep knowledge of developer tools, AI, and aerospace & defense to drive adoption of Factory's autonomous engineering platform across defense primes and technologists. You will own a named set of accounts, run strategic multi-stakeholder deals through commercial and government procurement motions, and help build Factory's A&D practice from the field.

You will lead enterprise sales cycles end-to-end, engage CIOs/CTOs, map business value to IT