Account Executive, Aerospace and Defense

About Factory

About the Role

Factory is on the hunt for an Account Executive with deep knowledge of developer tools, AI, and the Aerospace and Defense industry to drive adoption of Factory's agentic engineering platform across defense primes, defense technology companies, and the broader defense industrial base — turning mission-driven engineering organizations into autonomous development systems. You will own a named set of accounts, run strategic multi-stakeholder deals through commercial and government procurement motions, and help build Factory's A&D 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 Aerospace and Defense accounts — defense primes, defense technology companies, and strategic suppliers — to lead enterprise sales cycles end-to-end: build pipeline, manage evaluations and pilots, navigate procurement, and close multi-stakeholder deals

• Serve as the expert in conversations with CIOs, CTOs, chief AI officers, engineering leaders, chief engineers, program managers, and business development and capture teams, demonstrating deep understanding of Factory's platform and its value to each customer's mission.

• Run strategic, consultative selling motions: map business value 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, technology modernization and the SDLC — CI/CD, DevSecOps, code review, testing, and release pipelines — and guide A&D engineering teams 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 customer's requirements. Be an expert in on prem, cloud, and edge deployments.

• Develop the A&D ecosystem: cultivate relationships with systems integrators, cloud providers, and delivery partners so they embed Factory into their own solutions and service offerings.

• Educate and guide customers 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 A&D customers, driving expansion and renewals by aligning to their long-term mission and modernization roadmaps, and feed market intelligence back to product and marketing.

Qualifications

• 7+ years of sales experience, including 4+ years selling technology into the Aerospace and Defense industry (e.g., defense primes, defense technology companies, or aerospace manufacturers), managing complex sales cycles from start to finish.

• Proven track record of achieving and exceeding sales targets, with hands-on experience navigating commercial and government procurement in the A&D industry 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 modernization of legacy and mission-critical systems, with the ability to articulate complex solutions in a straightforward manner.

• Working knowledge of A&D security and compliance frameworks (ITAR/EAR, DFARS, CMMC, NIST SP 800-171) and how they shape technical evaluations and deployment architectures; experience with air-gapped, on-prem, or classified enclave 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 defense primes, defense technology companies, and the SI ecosystem serving them.

• Self-motivated and able to thrive in a dynamic, fast-paced startup environment, including building an A&D practice. A genuine enthusiasm for AI, software development, and the defense mission is a plus.

Location: Remote