Account Executive – Intelligence Community

. Own a named set of Intelligence Community accounts and lead enterprise sales cycles end-to-end .

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

Tools & technologies

CloudSDLCTypeScript

Key responsibilities & impact

Own a named set of Intelligence Community accounts and lead enterprise sales cycles end-to-end
Build pipeline, manage evaluations and pilots, navigate procurement, and close multi-stakeholder deals through OTAs, IDIQs, SI programs, marketplaces, and reseller partners
Serve as an expert for CIOs, CTOs, chief AI officers, engineering leaders, program and mission owners, and contracting officers
Map mission 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 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 and product, engineering, and security teams to customize solutions
Develop the national security channel by cultivating relationships with prime systems integrators and delivery partners
Educate customers on AI-driven development tools, including risk, security, compliance, engineering outcomes, and ROI
Establish Factory as a trusted national security partner, driving 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, managing complex sales cycles from start to finish
Proven track record of achieving and exceeding sales targets, with hands-on experience navigating defense and intelligence procurement and selling through or alongside systems integrators and resellers
Strategic selling expertise: multi-threading executive relationships, building multi-year account plans, and navigating long budget and procurement cycles tied to the federal fiscal year
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, with the ability to engage technical decision-makers and C-level executives
Established relationships within the Department of War and the systems integrator ecosystem serving them
Self-motivated and able 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/Sensitive Compartmented Information (TS/SCI) clearance required