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Tech Stack
Tools & technologiesCloudSDLC
About the role
Key responsibilities & impact- Own a named set of Aerospace and Defense accounts and lead enterprise sales cycles end-to-end
- Build pipeline, manage evaluations and pilots, navigate procurement, and close multi-stakeholder deals
- Advise CIOs, CTOs, chief AI officers, engineering leaders, chief engineers, program managers, and business development and capture teams
- Map business value and IT-modernization priorities to Factory's platform
- Build multi-year account plans aligned to federal buying cycles
- Maintain accurate forecasts, pipeline tracking, and sales plans
- Lead technically credible conversations about infrastructure modernization, the SDLC, CI/CD, DevSecOps, code review, testing, and release pipelines
- Guide A&D engineering teams on integrating Factory's Droids across cloud, on-prem, and air-gapped environments
- Work with sales leadership, product, engineering, and security teams to customize solutions
- Develop relationships with systems integrators, cloud providers, and delivery partners
- Educate customers on AI-driven development tools, risk, security, compliance, engineering outcomes, and ROI
- Drive customer expansion and renewals
- Feed market intelligence back to product and marketing
Requirements
What you’ll need- 7+ years of sales experience, including 4+ years selling technology into the Aerospace and Defense industry
- Proven track record of achieving and exceeding sales targets
- Hands-on experience navigating commercial and government procurement in the A&D industry
- Experience selling through or alongside systems integrators and resellers
- Strategic selling expertise, including multi-threading executive relationships and building multi-year account plans
- Exceptional technical aptitude across infrastructure, the SDLC, and enterprise IT deployments
- Fluency in CI/CD, DevSecOps, cloud and on-prem environments, and large-scale modernization of legacy and mission-critical systems
- Working knowledge of ITAR/EAR, DFARS, CMMC, and NIST SP 800-171
- Strong interpersonal and communication skills
- Established relationships within defense primes, defense technology companies, and the SI ecosystem
- Ability to thrive in a dynamic, fast-paced startup environment
- Genuine enthusiasm for AI, software development, and the defense mission is a plus