Account Executive, Mid-Market, SF

Factory; San Francisco (CA); On-site; USD 120,000 - 180,000; Full time

Job summary

Factory is seeking a Mid-Market Account Executive to drive adoption of developer tools and AI across sophisticated enterprise organizations. You will own end-to-end enterprise sales cycles, build pipelines, evaluate deployments, negotiate terms, and close multi-stakeholder deals.

You will work directly with the CEO, Director of Sales, and closely with product and engineering teams to tailor solutions that meet client needs, ensuring seamless integration of Factory's Droids into workflows and

Qualifications

• 3+ years of sales experience, including 2+ years selling into Mid-Market accounts.
• Proven track record of achieving and exceeding sales targets in a technology-driven sales environment.
• Exceptional technical aptitude, capable of quickly learning new technologies and articulating complex solutions.
• Strong interpersonal and communication skills with the ability to engage with technical decision-makers and C-level executives.
• Self-motivated and thrives in a dynamic startup environment; enthusiasm for AI and software development.
• Prior experience as a sales engineer or in roles with deep product demonstrations for DevEx/Engineering teams is desirable.

Responsibilities

• Lead enterprise sales cycles end-to-end. Build pipeline, manage evaluations, negotiate terms, and close multi-stakeholder deals.
• Engage with CIOs, CTOs, engineering leaders, and procurement teams to articulate value of Factory’s platform.
• Collaborate with the CEO, Director of Sales, and product/engineering to tailor solutions for each client.
• Educate and guide clients through AI-driven development tools and ROI realization.
• Work with marketing to refine sales strategies and materials based on market feedback.
• Establish Factory as a trusted partner for enterprise customers, driving expansion and renewals.

Skills

Enterprise sales

Mid-Market sales

Technical aptitude

Communication skills

Startup environment

C-suite engagement

Job description

About the Role

Factory is on the hunt for Mid-Market Account Executives with deep knowledge of developer tools and AI to drive adoption across sophisticated enterprise organizations.

What you will do and achieve

• Lead enterprise sales cycles end-to-end. Build pipeline, manage evaluations, negotiate commercial terms, and close multi-stakeholder deals at high-growth enterprises.

• Serve as the expert in conversations with CIOs, CTOs, engineering leaders, and procurement teams, demonstrating deep understanding of Factory’s platform and its enterprise value proposition.

• Work directly with the CEO, Director of Sales, and closely with the product and engineering teams to customize solutions that meet the specific needs of each client, ensuring a seamless integration of Factory's Droids into their existing workflows.

• Educate and guide clients through the technical and practical aspects of implementing AI-driven development tools, addressing any concerns and showcasing the potential ROI.

• Collaborate with marketing to refine sales strategies and materials based on market feedback, contributing to the overall growth and success of Factory.

• Establish Factory as a trusted partner for enterprise customers, ensuring expansion and renewal opportunities by aligning to their long-term innovation roadmaps.

Qualifications

• 3+ years of sales experience, including 2+ years selling into Mid-Market accounts with complex decision-making processes.

• Proven track record of achieving and exceeding sales targets in a technology-driven sales environment, with the ability to manage complex sales cycles from start to finish.

• Exceptional technical aptitude, capable of quickly learning new technologies and articulating complex solutions in a straightforward manner.

• Strong interpersonal and communication skills, with the ability to engage effectively with technical decision-makers and C-level executives.

• Self-motivated and able to thrive in a dynamic, fast-paced startup environment. A genuine enthusiasm for AI and software development is a plus.

• Prior experience as a sales engineer or in a role requiring deep product demonstrations and technical discussions selling to DevEx or Engineering teams is highly desirable.

This is an in-office position (5 days/week) in San Francisco (walking distance to Caltrain)