Account Executive, Aerospace and Defense

🔥 1 hour ago

🇺🇸 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 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

• 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