---
title: 'Account Executive, Fed Civilian at Factory'
canonical: 'https://feeny.ai/job/account-executive-fed-civilian-factory-united-states-rq56yt9q5bwx'
type: 'job'
last_seen: '2026-10-20'
---

# Account Executive, Fed Civilian at Factory

- **Company:** Factory
- **Location:** United States
- **Employment:** full-time
- **Work type:** remote
- **Posted:** 2026-10-15
- **Last confirmed live:** 2026-10-20
- **Apply:** https://jobs.ashbyhq.com/factory/b62ddcc2-d29e-4ab3-a21a-f1cb81bdd763

## Job description

## About Factory

Our mission is to create a world where software builds and improves itself.

We build the platform for self-improving software development, helping the world's largest enterprise engineering teams turn their organizations into autonomous software factories. Customers including Nvidia, Blackstone, Royal Bank of Canada (RBC), Palo Alto Networks, Adobe, and T-Mobile run Factory to ship code, review PRs, run tests, and deploy continuously - getting smarter with every cycle.

In 2026, we raised $200M at a $5B valuation, bringing our total funding to over $400M. We are backed by world-class investors and operators including Khosla Ventures, Sequoia, Blackstone, Ali Ghodsi (CEO of Databricks), and Frank Slootman (Former CEO of Snowflake).

## 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

## About Factory

## Company Overview
- **One-liner**: Factory is an AI research lab building autonomous software development agents ("Droids") to automate and optimize the entire software development lifecycle.
- **Entity Type**: Private (Series C)
- **Headquarters**: San Francisco, California, United States
- **Founded**: 2023
- **Founders**: Matan Grinberg (CEO & Co-Founder), Eno Reyes (CTO & Co-Founder)

## Core Business
- Primary industry/industries: Artificial Intelligence, Software Development, Autonomous Agents
- Target customers: Enterprise engineering organizations (B2B)
- Mission or purpose statement: "Bring Autonomy to Software Engineering"

## Products & Services
- **[Droid]**: An autonomous software development agent that performs real engineering work across IDEs, CLI, and CI/CD environments. Handles refactors, migrations, debugging, incident response, and feature development in large codebases. Operates through a model-agnostic architecture and supports long-running processes, structured planning, and verified outputs such as PRs and deployments.
- **[Factory Router]**: A product that automatically selects the right AI model for each coding task, cutting costs 20-25% while maintaining frontier model performance.

## Market Standing
- **Valuation**: $1.5 billion (as of early 2026, per Series C announcement) [cbinsights.com](https://www.cbinsights.com/company/factory-2)
- **Total Funding**: $220M [cbinsights.com](https://www.cbinsights.com/company/factory-2)
- **Latest Funding Round**: $150M Series C (raised ~2 months ago as of July 2026) [cbinsights.com](https://www.cbinsights.com/company/factory-2)
- **Notable Investors**: Sequoia Capital, Lux Capital, NEA, Abstract, MANTIS Venture Capital, 20VC [cbinsights.com](https://www.cbinsights.com/company/factory-2). Board members include AI veteran Lila Tretikov (NEA Partner) [cbinsights.com](https://www.cbinsights.com/company/factory-2).
- **Notable Customers**: NVIDIA, Morgan Stanley, EY, Palo Alto Networks, RBC, Revolut, Adobe, MongoDB [cbinsights.com](https://www.cbinsights.com/company/factory-2)
- **Notable Advisors**: Ali Ghodsi (CEO & Co-founder, Databricks), Aaron Levie (CEO, Box), Dev Ittycheria (CEO, MongoDB), Nikesh Arora (CEO, Palo Alto Networks), Frank Slootman (Former CEO, Snowflake), Michael Ovitz (Co-founder, CAA) [factory.ai](https://factory.ai/company)
- **Growth Signals**: Rapid enterprise adoption moving beyond experimentation; appointed Marcello Gallo as CRO (formerly CRO at Sigma and Moveworks, senior sales leadership at MongoDB) [cbinsights.com](https://www.cbinsights.com/company/factory-2); appointed Madison Faulkner as Head of Strategy [cbinsights.com](https://www.cbinsights.com/company/factory-2); Headcount growing rapidly (+4% monthly on LinkedIn) [linkedin.com](https://www.linkedin.com/company/factory-hq)

## Competitive Advantages
- **Model-Agnostic Architecture**: Factory's Droids are not tied to a single AI model, allowing them to use the best model for each task and switch as the landscape evolves. The Factory Router product further optimizes cost and performance by intelligently routing tasks.
- **Deep Integration**: Agents work natively within existing developer tools (IDEs, CLI, CI/CD), meaning teams don't need to change their workflows to adopt Factory.
- **Enterprise-First Focus**: The company is building for large-scale engineering operations with production-grade reliability, security, and control, as evidenced by their customer list (NVIDIA, Morgan Stanley, etc.).
- **Top-Tier Talent & Advisory**: The team hails from companies like Nuro, Glean, Applied Intuition, Scale AI, MongoDB, and Sourcegraph, and is advised by some of the most prominent leaders in enterprise software.
- **Strong Backing**: Backed by top-tier venture capital firms (Sequoia, Lux, NEA) with a $1.5B valuation, providing significant resources and credibility.

## Strategic Focus
- **Enterprise Hyper-Growth**: Scaling go-to-market with the appointment of a seasoned CRO to drive adoption among large enterprises.
- **Agent-Native Development**: Championing the shift from AI-assisted coding to fully autonomous agents that own and execute complex engineering tasks.
- **Cost Optimization**: Products like Factory Router demonstrate a focus on making AI-powered development cost-effective at scale.
- **Platform Ownership**: Enabling enterprises to own their "software factory" with a flexible, model-agnostic platform.

## Why Work Here
- **Mission-Driven**: The opportunity to "Build the tool you've always dreamed of using" and shape the next era of software engineering [factory.ai](https://factory.ai/).
- **Talent Density**: The company emphasizes being a "lean and talent-dense team" that values ownership and autonomy [factory.ai](https://factory.ai/).
- **On-Site Culture**: Employees work from physical offices five days a week, fostering deep collaboration. Offices are in San Francisco, CA; New York, NY; and London, England [builtin.com](https://builtin.com/company/factory-factoryai).
- **Comprehensive Benefits**: Fully covered medical, dental, and vision insurance for employees; 401(k) and Flexible Savings Account; daily catered lunches and dinners; on-site gym; desk setup stipend [factory.ai](https://factory.ai/).
- **World-Class Team**: Opportunity to learn from and work alongside engineers from top AI and software companies (Nuro, Glean, Scale AI, MongoDB, etc.) and industry legends on the advisory board [factory.ai](https://factory.ai/company).
- **High-Growth Environment**: The company is in a hyper-growth phase with significant funding, a rapidly growing customer base, and a clear market need.

## Sources
1. [factory.ai](https://factory.ai/)
2. [factory.ai/company](https://factory.ai/company)
3. [builtin.com](https://builtin.com/company/factory-factoryai)
4. [cbinsights.com](https://www.cbinsights.com/company/factory-2)
5. [linkedin.com](https://www.linkedin.com/company/factory-hq)

## Other roles at Factory

- [Technical Enablement Manager](https://feeny.ai/job/technical-enablement-manager-factory-san-francisco-qd17yyk8exy7) — San Francisco, CA
- [Sales Enablement Manager, Onboarding](https://feeny.ai/job/sales-enablement-manager-onboarding-factory-san-francisco-1z3d7p4yqghx) — San Francisco, CA
- [People Ops Coordinator](https://feeny.ai/job/people-ops-coordinator-factory-san-francisco-qvbnn66q0xsb) — San Francisco, CA
- [Field Partner Sales Leader - US Federal](https://feeny.ai/job/field-partner-sales-leader-us-federal-factory-washington-kdzb8qfs3k83) — Washington, DC
- [Account Executive, Aerospace and Defense](https://feeny.ai/job/account-executive-aerospace-and-defense-factory-united-states-6qwdam6b5pc3) — United States
- [Account Executive, Department of War](https://feeny.ai/job/account-executive-department-of-war-factory-united-states-3xg5623fpvyw) — United States
- [Account Executive, Intelligence Community](https://feeny.ai/job/account-executive-intelligence-community-factory-united-states-tkmpvyqm3vcw) — United States
- [Customer Marketing](https://feeny.ai/job/customer-marketing-factory-san-francisco-s8qt659xddm6) — San Francisco, CA
- [GTM Strategy & Operations, EMEA Lead](https://feeny.ai/job/gtm-strategy-operations-emea-lead-factory-london-04qhmyzkeyzb) — London, United Kingdom
- [GTM Strategy & Operations, AMER Lead](https://feeny.ai/job/gtm-strategy-operations-amer-lead-factory-san-francisco-074tw7xjmvfw) — San Francisco, CA