Account Executive, Aerospace and Defense

Factory is an AI-native software development platform trusted by some of the world's largest enterprises including Nvidia, Blackstone, and Palo Alto Networks. The company has raised over $400 million in funding from tier-one investors and currently operates at a $5 billion valuation. Factory's core mission centers on enabling development teams to automate and continuously improve their software engineering workflows through intelligent automation and agentic systems.

The Aerospace and Defense industry is experiencing rapid modernization driven by mission-critical software demands and digital transformation initiatives. Factory's platform addresses this need by helping defense organizations accelerate their development cycles, strengthen security posture, and deploy AI-augmented engineering capabilities across complex, regulated environments. This creates significant opportunity for solutions providers who understand both the technical and procurement landscape of this sector.

You will join Factory's Federal team as an Account Executive responsible for driving platform adoption across the Aerospace and Defense market. In this role, you will own a defined territory of strategic accounts including defense primes, aerospace manufacturers, and defense technology suppliers. You will lead end-to-end enterprise sales cycles, navigate complex federal procurement processes, and help establish Factory as the trusted platform for autonomous development in the defense industrial base.

What you'll do

• Build and manage a named account portfolio of Aerospace and Defense customers, conducting full-cycle enterprise sales from pipeline development through deal closure, including evaluations, pilots, and multi-stakeholder negotiations

• Engage directly with technical and executive stakeholders including CIOs, CTOs, chief engineers, program managers, and business development teams, demonstrating command of Factory's platform capabilities and relevance to their mission outcomes

• Execute consultative selling strategies that map customer business priorities and modernization objectives to the platform, develop multi-year account plans aligned with federal fiscal cycles, and maintain disciplined forecasting and pipeline management

• Lead technically fluent conversations around infrastructure, software development lifecycle processes, CI/CD, DevSecOps, code review, testing, and deployment pipelines, advising engineering teams on integrating Factory into their existing workflows across cloud, on-premises, and air-gapped environments

• Partner with sales leadership and cross-functional teams in product, engineering, and security to customize solutions meeting customer-specific requirements and deployment architectures

• Build the Aerospace and Defense ecosystem by cultivating partnerships with systems integrators, cloud providers, and service delivery partners, positioning Factory within their solution portfolios

• Guide customers through adoption of AI-driven development tools while addressing security, compliance, and risk considerations, demonstrating measurable engineering outcomes and return on investment

• Establish Factory as a strategic partner for long-term customer success, driving account expansion and renewals while providing market intelligence that informs product and marketing strategy

What you'll bring

• Minimum seven years of enterprise sales experience with at least four years selling technology solutions directly into the Aerospace and Defense sector, including experience with defense primes, aerospace manufacturers, or defense technology companies

• Proven success meeting and exceeding revenue targets with demonstrated expertise navigating both commercial and government procurement processes, including experience selling through systems integrators and reseller channels

• Advanced strategic selling capability including executive multi-threading, multi-year account planning, and the ability to manage extended sales cycles tied to federal budget and procurement timelines

• Strong technical foundation in infrastructure, software development processes, and enterprise IT deployments with fluency in CI/CD, DevSecOps, cloud and on-premises environments, and large-scale modernization of legacy systems

• Working knowledge of Aerospace and Defense security and compliance requirements including ITAR, EAR, DFARS, CMMC, and NIST SP 800-171 standards, with understanding of how these frameworks impact technical evaluations and deployment decisions

• Established professional network within defense primes, aerospace suppliers, and the systems integrator community serving the defense sector

• Excellent communication and interpersonal skills enabling effective engagement with both technical decision-makers and C-level executives

• Self-directed orientation toward operating in a dynamic startup environment and building a new market practice, with genuine interest in AI, software development, and the defense mission

Nice to have

• Hands-on experience with air-gapped, on-premises, or classified enclave deployments

What they offer

• Remote position based in the United States

• Opportunity to build Factory's Aerospace and Defense practice alongside executive leadership, product, and engineering teams