Regional Director, Enterprise

Factory; Los Angeles (CA); On-site; USD 180,000 - 280,000; Full time

Job summary

Factory is seeking a seasoned Enterprise Sales leader to build and guide a team of AEs, owning regional revenue and strategic deals. You will recruit, develop, and coach a 6-person Enterprise AE team, drive a disciplined sales process, and partner with product, engineering, and marketing to maximize Factory's go-to-market impact.

You will lead multi-stakeholder cycles, negotiate multi-year agreements, and maintain a data-driven forecast while scaling an AI-first sales organization in a dynamic

Qualifications

• 10+ years in B2B SaaS sales with 3+ years leading a quota-carrying team of Enterprise AEs as a first-line manager.
• Proven track record of personally carrying and exceeding an enterprise quota before moving into leadership.
• Experience building or scaling a team or region from an early stage; you have hired and ramped reps.
• Proven success closing large, complex, multi-stakeholder deals at Fortune 1000 companies, including multi-year agreements and C-level negotiations.
• Proven success selling technical products to engineering buyers (DevOps, infrastructure, or platform software preferred).
• Strong forecasting and pipeline management with data-driven view for executives.
• Hands-on AI experience to improve efficiency and scale, building an AI-first sales org.
• Self-motivated and thrives in a fast-paced startup environment.

Responsibilities

• Own regional revenue. Hit and exceed quarterly and annual targets for new logos and expansion.
• Build and lead a team of 6 Enterprise AEs. Hire, onboard, ramp, coach, and performance-manage reps.
• Create a high-performance culture built on accountability, coaching, and continuous improvement.
• Coach end-to-end enterprise cycles: pipeline, evaluations and POCs, multi-threading across CIOs/CTOs, engineering, security, procurement.
• Engage executive sponsors, negotiate large multi-year agreements, involve Factory executives when needed.
• Run an accurate weekly forecast and maintain a healthy, inspected pipeline.
• Help build and scale the enterprise playbook: territory design, POC-to-close, land-and-expand.
• Partner with product, engineering, marketing, and customer success to shape go-to-market strategy and value proposition.
• Model the work and stay fluent in Factory's value creation.

Skills

B2B SaaS sales

Team leadership

Forecasting

Data-driven decisions

AI in sales

Job description

Department: GTM

Location: San Francisco, CA, Denver, CO, Los Angeles, CA, Seattle, WA, London, UK, Dallas, TX, New York, NY, Atlanta, GA, Los Angeles, CA, Boston, MA, Chicago, IL

Employment Type: FullTime

About Factory

Our mission is to create a world where software builds and improves itself.

We build the platform for self-improving software development, helping the world's largest enterprise engineering teams turn their organizations into autonomous software factories. Customers including Nvidia, Blackstone, Royal Bank of Canada (RBC), Palo Alto Networks, Adobe, and T-Mobile run Factory to ship code, review PRs, run tests, and deploy continuously - getting smarter with every cycle.

In 2026, we raised $200M at a $5B valuation, bringing our total funding to over $400M. We are backed by world-class investors and operators including Khosla Ventures, Sequoia, Blackstone, Ali Ghodsi (CEO of Databricks), and Frank Slootman (Former CEO of Snowflake).

About the Role

You will build and lead a team of Enterprise Account Executives in your region. This role is for someone who has succeeded as an individual contributor and has since recruited, developed, and led a team of Enterprise AEs. You will set your team's strategy, develop talent, run a disciplined sales process, and own the regional forecast. Your team will run technical, multi-stakeholder sales cycles at Fortune 1000 and high-growth enterprise companies, selling Factory's Droids to CIOs, CTOs, engineering leaders, and procurement.

What you will do and achieve:

• Own regional revenue. Hit and exceed quarterly and annual targets for new logos and expansion across your region.
• Build and lead a team of 6 Enterprise AEs. Hire, onboard, ramp, coach, and performance-manage reps who can win complex enterprise deals.
• Create a high-performance culture built on accountability, coaching, and continuous improvement. Set a high bar for enterprise sales execution and lead by example.
• Coach end-to-end enterprise cycles: pipeline generation, technical evaluations and POCs, multi-threading across CIOs, CTOs, engineering leaders, security, and procurement, commercial negotiation, and close.
• Get involved in strategic deals. Engage executive sponsors, lead negotiations on large, multi-year agreements, and bring in Factory executives when it helps the deal.
• Run an accurate weekly forecast and a healthy, inspected pipeline. No surprises.
• Help build and scale the enterprise playbook: account planning for strategic accounts, POC-to-close conversion, land-and-expand motions, and partnering with our sales engineering team.
• Partner with internal leaders across product, engineering, marketing, and customer success to shape go-to-market strategy, territory design, and the enterprise value proposition for Factory's Droids.
• Model the work. Be active in deals, talk to engineering leaders, and stay fluent in how Factory creates value.

Qualifications:

• 10+ years in B2B SaaS sales, with 3+ years leading a quota-carrying team of Enterprise AEs as a first-line manager.
• A track record of personally carrying and exceeding an enterprise quota before moving into leadership.
• Experience building or scaling a team or region from an early stage. You have hired and ramped reps, not just inherited them.
• Proven success closing large, complex, multi-stakeholder deals at Fortune 1000 companies, including multi-year agreements and C-level negotiations.
• Proven success selling technical products to engineering buyers (developer tools, DevOps, infrastructure, or platform software strongly preferred).
• Strong forecasting and pipeline management discipline, with the ability to give the executive team an accurate, data-driven view of the business. You run on data.
• Hands‑on experience using AI to make yourself and your team more efficient, from account research and deal preparation to forecasting and pipeline management. You are excited to build an AI-first sales organization and push your team to work smarter at scale.
• Self‑motivated and able to thrive in a dynamic, fast‑paced startup environment.

This role is open in or near San Francisco, Seattle, Denver, Los Angeles, Chicago, Dallas, Atlanta, New York, and Boston.