Account Executive – Intelligence Community

🕒 October 15

🇺🇸 United States – Remote

⏰ Full Time

🟠 Senior

🔴 Lead

🧑‍💼 Account Executive

👻 Ghost score 12%

What it means: how likely this posting is sitting open without active hiring.How to read it: 60% or higher means we think this is a ghost. Lower scores are less of a worry.How we score it: age, reposts, open roles vs team size, how fast jobs close, and whether pay is listed.Fine print: an estimate from public data, not a judgment of the company. Real jobs can score high, so treat it as a hint, not a fact.

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Factory

WebsiteLinkedInAll Job Openings

51 - 200 employees

☁️ SaaS

🤖 Artificial Intelligence

🏢 Enterprise

SaaS • Artificial Intelligence • Enterprise

Factory is an enterprise software platform that provides an "autonomy stack" for engineering teams, positioning itself as the industrial revolution for software development. It offers tools and frameworks (including an open-source component and specialized editions like Factory for Science) to help organizations build, ship, and operate AI-driven or autonomous software workflows at scale. Factory targets enterprise customers with security and compliance features and is marketed to engineering organizations and AI labs.

📋 Description

• 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

🎯 Requirements

• 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