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Tech Stack
Tools & technologiesCloudSDLC
About the role
Key responsibilities & impact- Own named Federal Civilian agency accounts and lead enterprise sales cycles end-to-end
- Build pipeline, manage evaluations and pilots, navigate procurement, and close multi-stakeholder deals
- Sell through vehicles such as GSA Schedule, agency BPAs/IDIQs, and reseller partners
- Advise CIOs, CTOs, chief AI officers, engineering leaders, program offices, and contracting officers
- Map agency missions and IT-modernization priorities to Factory’s platform
- Build multi-year account plans and maintain forecasts, pipeline tracking, and sales plans
- Lead technical discussions covering CI/CD, DevSecOps, code review, testing, release pipelines, and enterprise deployments
- Guide agencies in integrating Factory’s Droids across cloud, on-prem, and air-gapped environments
- Collaborate with sales leadership, product, engineering, and security teams to customize solutions
- Help address FedRAMP, ATO, and data-governance requirements
- Develop relationships with prime systems integrators and delivery partners
- Educate agencies on AI-driven development tools, risk, security, compliance, engineering outcomes, and ROI
- Drive customer expansion and renewals
- Feed federal market intelligence back to product and marketing
Requirements
What you’ll need- 7+ years of sales experience, including 4+ years selling technology into U.S. Federal Civilian agencies
- Proven track record of achieving and exceeding sales targets
- Hands-on experience navigating federal procurement, including GSA Schedule, BPAs, and IDIQs
- Experience selling through or alongside systems integrators and resellers
- Strategic selling expertise, including executive relationship multi-threading and multi-year account planning
- 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 FedRAMP, FISMA, ATO, and NIST SP 800-53
- Experience with air-gapped or on-prem deployments is a plus
- Strong interpersonal and communication skills
- Established relationships within federal civilian agencies or the SI ecosystem
- Ability to thrive in a dynamic, fast-paced startup environment
- Genuine enthusiasm for AI and software development is a plus
- Ability to pass a U.S. government background investigation
- Active or prior security clearance is a plus but not required