Remote Federal Account Executive — AI & DevOps for Defense

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

Job summary

Factory is seeking a Federal Account Executive with deep knowledge of developer tools, AI, and the national security market. You will own named accounts, drive multi-stakeholder deals through defense procurement, and help build Factory's national security practice from the ground up with our leadership team.

You will engage CIOs, CTOs, AI leaders, and contracting officers, translating mission needs into scalable, secure AI-driven development solutions across cloud, on-prem, and air-gapped

Qualifications

• 7+ years of sales experience, including 4+ years selling technology into the Department of War or the Intelligence Community, 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.
• Strategic selling expertise: multi-threading executive relationships, building multi-year account plans, and navigating long budget and procurement cycles.
• Exceptional technical aptitude across infrastructure, the SDLC, and enterprise IT deployments — fluent in CI/CD, DevSecOps, cloud and on-prem environments.

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 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.

Skills

Federal sales

Strategic selling

Executive relationships

CI/CD

DevSecOps

Cloud & on-prem

Security frameworks

Procurement navigation

Reseller partnerships

Job description

Factory is seeking a Federal Account Executive with deep knowledge of developer tools, AI, and the national security market. You will own named accounts, drive multi-stakeholder deals through defense procurement, and help build Factory's national security practice from the ground up with our leadership team.

You will engage CIOs, CTOs, AI leaders, and contracting officers, translating mission needs into scalable, secure AI-driven development solutions across cloud, on-prem, and air-gapped