Account Executive

This is a fully remote position, open to applicants in United States.

📋 Description

• Manage designated Federal Civilian agency accounts and oversee the entire enterprise sales process from start to finish.

• Generate a robust sales pipeline, handle evaluations and pilot programs, navigate the procurement landscape, and finalize complex deals involving multiple stakeholders.

• Utilize sales vehicles such as GSA Schedule, agency BPAs/IDIQs, and partnerships with resellers.

• Provide expert advice to CIOs, CTOs, chief AI officers, engineering leaders, program offices, and contracting officials.

• Align agency missions and IT modernization goals with Factory’s platform offerings.

• Create comprehensive multi-year account plans while maintaining accurate forecasts, tracking pipelines, and developing sales strategies.

• Lead technical discussions focused on CI/CD, DevSecOps, code reviews, testing, release pipelines, and large-scale enterprise deployments.

• Assist agencies in the integration of Factory’s Droids across various environments, including cloud, on-premises, and air-gapped systems.

• Work in partnership with sales leadership, product, engineering, and security teams to tailor solutions to client needs.

• Support compliance with FedRAMP, ATO, and data governance regulations.

• Build and nurture relationships with key systems integrators and delivery partners.

• Educate agencies on AI-enhanced development tools, as well as issues related to risk, security, compliance, engineering outcomes, and return on investment.

• Drive customer expansion and contract renewals.

• Provide insights on federal market trends back to product and marketing teams.

⛳️ Requirements

• Minimum of 7 years of sales experience, including at least 4 years of selling technology solutions to U.S. Federal Civilian agencies.

• Demonstrated success in meeting and surpassing sales goals.

• Direct experience with federal procurement processes, including GSA Schedule, BPAs, and IDIQs.

• Background in selling alongside or through systems integrators and resellers.

• Expertise in strategic selling, including developing executive relationships and multi-year account strategies.

• Outstanding technical skills in infrastructure, the software development lifecycle (SDLC), and enterprise IT implementations.

• Proficiency in CI/CD, DevSecOps, cloud and on-premises environments, and large-scale system modernization initiatives.

• Familiarity with FedRAMP, FISMA, ATO, and NIST SP 800-53 standards.

• Experience with air-gapped or on-premises deployments is advantageous.

• Excellent interpersonal and communication abilities.

• Established connections within federal civilian agencies or the systems integrator ecosystem.

• Capability to excel in a dynamic, fast-paced startup environment.

• A genuine passion for AI and software development is a plus.

• Must be able to pass a U.S. government background check.

• An active or previous security clearance is beneficial but not mandatory.

🏝️ Benefits

• Competitive salary and performance-based incentives.

• Comprehensive health, dental, and vision insurance.

• Opportunities for professional development and training.

• Flexible work arrangements and a supportive company culture.