Account Executive

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

📋 Description

• Manage designated national security accounts within the Department of War and oversee enterprise sales processes from start to finish.

• Create a sales pipeline, handle evaluations and pilot programs, navigate procurement processes, and finalize multi-stakeholder agreements through GWACs, OTAs, defense and intelligence IDIQs, marketplaces, and reseller partners.

• Interact with CIOs, CTOs, chief AI officers, engineering leaders, program and mission owners, and contracting officers.

• Showcase Factory's agentic engineering platform and link its benefits to customer objectives.

• Align mission and IT modernization priorities with the platform's capabilities.

• Develop comprehensive multi-year account strategies that correspond with federal purchasing cycles.

• Ensure precise forecasts, pipeline tracking, and sales strategies are maintained.

• Lead technical discussions that encompass infrastructure, technology modernization, SDLC, CI/CD, DevSecOps, code review, testing, and release pipelines.

• Assist defense and intelligence engineering teams in the integration of Factory's Droids across cloud, on-premises, and air-gapped environments.

• Collaborate with Sales leadership, product, engineering, and security teams to tailor customer solutions.

• Foster the national security channel by building partnerships with prime systems integrators and delivery partners.

• Inform customers about AI-driven development tools and address risk, security, and compliance issues.

• Position Factory as a reliable national security partner while promoting growth and renewals.

• Provide market insights to product and marketing teams.

⛳️ Requirements

• Over 7 years of sales experience, including a minimum of 4 years focused on technology sales to the Department of War or the Intelligence Community.

• Demonstrated success in meeting and surpassing sales objectives.

• Practical experience in navigating defense and intelligence procurement processes and selling in collaboration with systems integrators and resellers.

• Expertise in strategic selling, which includes cultivating executive relationships, formulating multi-year account strategies, and understanding federal budget and procurement cycles.

• Exceptional technical knowledge related to infrastructure, the SDLC, and enterprise IT implementations.

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

• Familiarity with FISMA, ATO, NIST SP 800-53, and Impact Levels.

• Experience with deployments in air-gapped, on-premises, or classified environments is advantageous.

• Strong interpersonal and communication abilities.

• Established connections within the Department of War and the systems integrator landscape.

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

• A genuine passion for AI, software development, and the national security mission is a plus.

• An active Top Secret (TS)+ security clearance is not mandatory but would be an asset.

🏝️ Benefits

• Competitive salary and performance-based bonuses.

• Comprehensive health benefits, including medical, dental, and vision coverage.

• Retirement savings plan with employer matching.

• Opportunities for professional development and career advancement.

• Flexible work arrangements and a supportive work environment.