Account Executive

. Own named national security accounts across the Department of War and lead enterprise sales cycles end-to-end .

Posted 10/15/2026full-timeRemote • United StatesSeniorLeadWebsite

Tools & technologies

CloudSDLCTypeScript

Key responsibilities & impact

Own named national security accounts across the Department of War and lead enterprise sales cycles end-to-end
Build pipeline, manage evaluations and pilots, navigate procurement, and close multi-stakeholder deals through GWACs, OTAs, defense and intelligence IDIQs, marketplaces, and reseller partners
Engage CIOs, CTOs, chief AI officers, engineering leaders, program and mission owners, and contracting officers
Demonstrate Factory's agentic engineering platform and connect its value to customer missions
Map mission and IT-modernization priorities to the platform
Build multi-year account plans aligned to federal buying cycles
Maintain accurate forecasts, pipeline tracking, and sales plans
Lead technical conversations covering infrastructure, technology modernization, SDLC, CI/CD, DevSecOps, code review, testing, and release pipelines
Guide defense and intelligence engineering teams in integrating Factory's Droids across cloud, on-prem, and air-gapped enclaves
Work with Sales leadership, product, engineering, and security teams to customize customer solutions
Develop the national security channel by cultivating relationships with prime systems integrators and delivery partners
Educate customers about AI-driven development tools and address risk, security, and compliance concerns
Establish Factory as a trusted national security partner and drive expansion and renewals
Feed market intelligence back to product and marketing

What you’ll need

7+ years of sales experience, including 4+ years selling technology into the Department of War or the Intelligence Community
Proven track record of achieving and exceeding sales targets
Hands-on experience navigating defense and intelligence procurement and selling through or alongside systems integrators and resellers
Strategic selling expertise, including multi-threading executive relationships, building multi-year account plans, and navigating federal budget and procurement cycles
Exceptional technical aptitude across infrastructure, the SDLC, and enterprise IT deployments
Fluency in CI/CD, DevSecOps, cloud and on-prem environments, and large-scale system modernization
Working knowledge of FISMA, ATO, NIST SP 800-53, and Impact Levels
Experience with air-gapped, on-prem, or classified enclave deployments is a plus
Strong interpersonal and communication skills
Established relationships within the Department of War and the systems integrator ecosystem
Ability to thrive in a dynamic, fast-paced startup environment
Genuine enthusiasm for AI, software development, and the national security mission is a plus
Active Top Secret (TS)+ security clearance is not required but is a differentiator