Federal Account Executive - AI & DevSecOps for IC

Factory

San Francisco (CA)

Remote

USD 120,000 - 210,000

Full time

2 days ago

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Job summary

Factory is seeking a Federal Account Executive to lead national security initiatives and drive adoption of its agentic engineering platform within the Intelligence Community and Department of War. You will own a named set of accounts, run strategic, multi-stakeholder deals, and partner with executive leadership to shape a growing national security practice.

You will communicate with CIOs, CTOs, and contracting officers, demonstrating deep platform knowledge and mission impact, while navigating

Qualifications

7+ years of sales experience, including 4+ years selling technology into the Department of War or the Intelligence Community.
Proven track record achieving and exceeding sales targets, with hands-on experience navigating defense 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 CI/CD, DevSecOps, cloud and on-prem environments, and large-scale system modernization.
Working knowledge of defense and intelligence security and compliance frameworks (FISMA, ATO, NIST SP 800-53, Impact Levels); experience with air-gapped/on-prem/classified enclave deployments a plus.
Strong interpersonal and communication skills, with the ability to engage with technical decision-makers and C-level executives.
Established relationships within the Department of War and the SI ecosystem serving them.
Self-motivated in a fast-paced startup environment; enthusiasm for AI, software development, and national security mission.
Active TS/SCI clearance required.

Responsibilities

Own a named set of Intelligence Community accounts to lead enterprise sales cycles end-to-end: build pipeline, manage evaluations and pilots, navigate procurement, close multi-stakeholder deals through OTAs, IDIQs, SI programs, 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 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.