Field Partner Sales Leader – US Federal

🔥 8 minutes ago

🏛️ District of Columbia, Washington – Remote

🏛️ District of Columbia – Remote ☕ Washington – Remote

⏰ Full Time

🟠 Senior

🤑 Sales

👻 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

• Drive US federal revenue with federal systems integrators, government cloud providers, federal-focused software partners, and reseller channels • Own federal partner-sourced, partner-influenced, and reseller-transacted pipeline and bookings • Build relationships with FSI capture leads, account executives, delivery leaders, and practice leaders • Identify agency modernization and cloud migration programs and co-sell opportunities • Execute agency and program planning, joint calls, solution narratives, teaming, deal registration, and triangulated partner deals • Manage the Carahsoft relationship and recruit and enable second-tier resellers • Route deals through GSA MAS, NASA SEWP, CIO-SP, agency BPAs, and marketplaces • Quantify lighthouse outcomes and package reusable co-sell plays • Enable Factory federal sellers, partner sellers, and reseller sellers on positioning, compliance, and deployment options • Establish field marketing, enablement, partner-program processes, dashboards, cadence, and joint business reviews • Hire federal partner sellers as partner-sourced revenue justifies headcount • Measure joint agency and integrator logos, lighthouse wins, pipeline, ARR, modernized workloads, partner consumption, reseller activity, proof points, seller adoption, and scalability

🎯 Requirements

• 8+ years in federal tech sales and alliances; 4+ years carrying or driving partner-sourced revenue with FSIs, government cloud providers, software partners, and the federal reseller channel, with senior field experience • Track record co-selling in the field with FSI capture teams and government cloud account executives • Working knowledge of federal contract vehicles, distributors and second-tier resellers, deal registration, fiscal-year cycles, and compliance gates including FedRAMP, impact levels, and ATOs • Deep understanding of agency legacy modernization, cloud migration, mission outcomes, program funding, and consumption • Ability to open doors, win lighthouse deals, prove value, and build early-stage partner motions • Ability to align Sales, Product, Marketing, and partner teams behind a shared program • Fluency in the AI ecosystem, including frontier and open models, agent lifecycle, tokenomics, sovereignty, and air-gapped deployment • Preferred experience inside a federal systems integrator, government cloud, federal software, distributor, or reseller field or partner organization • Preferred direct involvement in agency modernization co-sell • Existing relationships with capture and partner leaders in the DC market preferred • Active or prior security clearance is a plus, not a requirement