VP Sales, West Enterprise

About Factory

About the Role

You will build and lead Factory's West Enterprise sales organization and carry the number for the region. This is a second-line leadership role for someone who has succeeded as an individual contributor, led teams that hit their number, and then built the leaders who do it again and again. You will set the regional strategy, develop talent at every level, run a disciplined forecast, and step into the region's most strategic deals when it matters. You will also help anchor and scale our San Francisco office by hiring leaders, building the team, and shaping the culture of our GTM hub.

Your Regional Directors lead Enterprise Account Executives who run technical, multi-stakeholder sales cycles at Fortune 1000 and high-growth enterprise companies, selling Factory's Droids to CIOs, CTOs, engineering leaders, and procurement.

What you will do and achieve

• Build the West enterprise sales organization. Recruit and hire exceptional Regional Directors and Enterprise Account Executives, and design a team structure that can scale with Factory's growth.

• Develop talent at every level. Coach Regional Directors to become strong leaders who hire well, inspect deals rigorously, and grow their Enterprise Account Executives. Build clear career paths and a bench of future leaders.

• Set and drive the strategy for the West. Define territory and account coverage, identify the highest-value market segments, and build the plan to win Fortune 1000 and high-growth enterprise accounts across the region.

• Own the number for the West. Set targets, build accurate forecasts, and run a disciplined operating rhythm across pipeline generation, deal reviews, and quarterly business reviews.

• Create a high-performance culture built on accountability, coaching, and continuous improvement. Set a high bar for sales execution and lead by example.

• Serve as the executive sponsor on the region's most strategic deals. Build relationships with CIOs, CTOs, and engineering leaders, and help your teams navigate complex evaluations, commercial negotiations, and multi-stakeholder decisions.

• Partner with internal executive stakeholders and leaders across product, engineering, marketing, and customer success to shape go-to-market strategy, territory design, and the enterprise value proposition for Factory's Droids.

• Turn field insight into company strategy. Bring customer and market feedback back to product and marketing to refine positioning, sales materials, and the roadmap.

• Build a repeatable, scalable sales motion that drives new logos, expansion, and renewals by aligning Factory with each customer's long-term innovation roadmap.

• Help define the hiring profiles, onboarding, enablement, and compensation structures that will support Factory's growth from startup to scale.

Qualifications

• 12+ years of sales experience, including 7+ years selling into enterprise accounts with complex decision-making processes.

• 5+ years of sales leadership experience, including 2+ years managing Regional Directors or other front-line sales leaders.

• A proven track record of building enterprise sales teams from the ground up and scaling them to consistently meet and exceed targets in a technology-driven environment.

• A history of developing talent, including hiring and promoting front-line leaders and building strong teams under them.

• Experience setting regional strategy, including territory design, account segmentation, capacity planning, and go-to-market planning.

• Strong forecasting and pipeline management discipline, with the ability to give the executive team an accurate, data-driven view of the business.

• Exceptional technical aptitude. You can quickly learn new technologies, explain complex solutions simply, and hold credible conversations with technical buyers and C-level executives.

• Hands-on experience using AI to make yourself and your team more efficient, from account research and deal preparation to forecasting and pipeline management. You are excited to build an AI-first sales organization and push your team to work smarter at scale.

• Experience scaling a sales organization at a high-growth startup, particularly in developer tools, AI, or infrastructure software, is highly desirable.

• Self-motivated and able to thrive in a dynamic, fast-paced startup environment.