Account Executive – Intelligence Community

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

📋 Description

• Manage a designated group of Intelligence Community accounts and oversee enterprise sales cycles from start to finish.

• Develop a robust pipeline, coordinate evaluations and pilot programs, navigate procurement processes, and finalize multi-stakeholder agreements through OTAs, IDIQs, SI programs, marketplaces, and reseller collaborations.

• Act as a subject matter expert for CIOs, CTOs, chief AI officers, engineering leaders, program and mission owners, and contracting officers.

• Align mission and IT modernization priorities with Factory's platform offerings.

• Create multi-year strategic account plans in accordance with federal purchasing cycles.

• Ensure precise forecasting, pipeline monitoring, and sales strategy development.

• Lead technically proficient discussions regarding infrastructure, technology modernization, SDLC, CI/CD, DevSecOps, code reviews, quality testing, and release pipelines.

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

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

• Foster the national security channel by nurturing relationships with prime systems integrators and delivery partners.

• Inform customers about AI-driven development tools, addressing aspects such as risk, security, compliance, engineering outcomes, and ROI.

• Position Factory as a reliable partner in national security, facilitating growth and contract renewals.

• Provide market insights back to the product and marketing teams.

⛳️ Requirements

• Over 7 years of sales experience, including at least 4 years focused on technology sales to the Department of War or the Intelligence Community, managing intricate sales processes from inception to completion.

• Demonstrated success in meeting and surpassing sales goals, with practical experience in navigating defense and intelligence procurement and collaborating with systems integrators and resellers.

• Expertise in strategic selling: establishing multi-threaded executive relationships, developing multi-year account plans, and managing lengthy budget and procurement cycles associated with the federal fiscal year.

• Strong technical understanding of infrastructure, SDLC, and enterprise IT implementations; familiar with CI/CD, DevSecOps, cloud, on-premise environments, and large-scale system upgrades.

• Knowledge of FISMA, ATO, NIST SP 800-53, and Impact Levels.

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

• Excellent interpersonal and communication abilities, capable of engaging with technical decision-makers and C-level executives.

• Established connections within the Department of War and the systems integrator network serving that sector.

• Self-driven and able to excel in a fast-paced, dynamic startup environment.

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

• Active Top Secret/Sensitive Compartmented Information (TS/SCI) clearance required.

🏝️ Benefits

• Competitive salary and performance-based bonuses.

• Comprehensive health, dental, and vision insurance.

• Generous paid time off and holidays.

• Opportunities for professional development and continued education.

• Flexible work arrangements to support work-life balance.