Account Executive, Fed Civilian

About the Role

Factory is on the hunt for a Federal Account Executive with deep knowledge of developer tools, AI, and the Federal Civilian market to drive adoption of Factory's agentic engineering platform across U.S. Federal Civilian agencies - turning government engineering organizations into autonomous development systems. You will own a named set of agencies, run strategic multi-stakeholder deals through federal procurement, and help build Factory's federal civilian practice from the field alongside our CEO, VP of Sales, product, and engineering teams.

What You Will Do and Achieve

• Own a named set of Federal Civilian agency accounts and lead enterprise sales cycles end-to-end: build pipeline, manage evaluations and pilots, navigate procurement, close multi-stakeholder deals through vehicles like GSA Schedule, agency BPAs/IDIQs, and reseller partners.
• Serve as the expert in conversations with CIOs, CTOs, chief AI officers, engineering leaders, program offices, and contracting officers, demonstrating deep understanding of Factory's platform and its value to each agency's mission.
• Run strategic, consultative selling motions: map agency missions and IT-modernization priorities to the platform, build multi-year account plans aligned to federal buying cycles, and maintain accurate forecasts, pipeline tracking, and sales plans.
• Lead technically credible conversations spanning infrastructure and the SDLC - CI/CD, DevSecOps, code review, testing, and release pipelines - and guide agencies on integrating Factory's Droids into their existing workflows, including enterprise IT deployments across cloud, on-prem, and air-gapped enclaves.
• Work directly with the Sales leadership, and closely with product, engineering, and security teams to customize solutions for each agency's requirements, clearing FedRAMP, ATO, and data-governance requirements along the way.
• Develop the federal channel: cultivate relationships with prime systems integrators and delivery partners so they embed Factory into their own contract vehicles, solutions, and service offerings.
• Educate and guide agencies through the technical and practical adoption of AI-driven development tools - addressing risk, security, and compliance concerns while showcasing measurable engineering outcomes and ROI.
• Establish Factory as a trusted partner for federal customers, driving expansion and renewals by aligning to their long-term modernization roadmaps, and feed market intelligence back to product and marketing.

Qualifications

• 7+ years of sales experience, including 4+ years selling technology into the U.S. Federal Civilian agencies (e.g., VA, USDA, Dept of Energy, Treasury, Commerce, DHS, or independent agencies), managing complex sales cycles from start to finish.
• Proven track record of achieving and exceeding sales targets, with hands-on experience navigating federal procurement (GSA Schedule, BPAs, IDIQs) 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 - fluent in conversations about CI/CD, DevSecOps, cloud and on-prem environments, and large-scale system modernization, with the ability to articulate complex solutions in a straightforward manner.
• Working knowledge of federal security and compliance frameworks (FedRAMP, FISMA, ATO, NIST SP 800-53) and how they shape technical evaluations and deployment architectures; experience with air-gapped or on-prem deployments is a plus.
• Strong interpersonal and communication skills, with the ability to engage effectively with technical decision-makers and C-level executives alike.
• Established relationships within federal civilian agencies or the SI ecosystem serving them.
• Self-motivated and able to thrive in a dynamic, fast-paced startup environment, including building a federal practice. A genuine enthusiasm for AI and software development is a plus.
• Ability to pass a U.S. government background investigation; an active or prior security clearance is a plus but not required.

Location: Remote