---
title: 'Field Partner Sales Leader - US Federal at Factory'
canonical: 'https://feeny.ai/job/field-partner-sales-leader-us-federal-factory-washington-kdzb8qfs3k83'
type: 'job'
last_seen: '2026-10-20'
---

# Field Partner Sales Leader - US Federal at Factory

- **Company:** Factory
- **Location:** Washington, DC
- **Employment:** full-time
- **Work type:** remote
- **Posted:** 2026-10-15
- **Last confirmed live:** 2026-10-20
- **Apply:** https://jobs.ashbyhq.com/factory/cff8bc4b-59b6-415c-a1cc-f3407c6357d4

## 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 hiring a field partner sales leader to drive US federal revenue with the capture, account, and delivery leaders of the federal systems integrators (the primes and mid-tier FSIs), the government cloud providers (AWS GovCloud, Microsoft Azure Government, Google Public Sector), federal-focused software partners, and the reseller channel (Carahsoft as distributor plus the second-tier resellers who hold the contract vehicles). This role supports federal sales and is focused on US civilian, defense, and intelligence agencies and the partners that serve them. The leader will align with partner capture and account teams, build partner relationships at the program and agency level that produce joint pipeline, and turn early-stage partnerships into repeatable co-sell and resale. How This Motion Builds These are early-stage motions and partnerships, and federal adds contract vehicles, compliance gates, and a fiscal-year clock. The sequence matters:

- Make the connections. Get to the right capture leads, account executives, and practice leaders inside the primes, government clouds, software partners, and reseller channel; earn a seat in their programs.
- Win lighthouses. Land a small number of joint, referenceable wins (a pilot on an agency modernization program, an FSI using Factory in its own delivery) that prove the co-sell works in federal.
- Quantify the benefit. Instrument and document the mission outcome and the partner value (modernization acceleration, legacy code migrated, cloud consumption, contract value) so the story is credible and repeatable.
- Earn seller trust. Show partner capture and account teams that Factory helps them win and deliver programs, so co-sell becomes something they ask for.
- Then scale. Once the motion is proven, expand it through the distributor and second-tier reseller network, contract vehicles, field marketing, enablement, and formal partner programs.

## What you will do and achieve

- Own federal partner revenue. Drive partner-sourced, partner-influenced, and reseller-transacted pipeline and bookings across FSIs, government clouds, software partners, and the reseller channel.
- Build capture-level relationships. Develop trusted relationships with FSI capture leads, account executives, and delivery and practice leaders, not just alliance managers, and get into joint program and agency account planning.
- Land the modernization wedge. Work with FSI, software, and cloud field teams to identify agency programs where Factory accelerates legacy modernization and cloud migration, and co-sell those opportunities to close; sell to the integrators for their own delivery work as a near-term path.
- Run the co-sell in the field. Agency and program planning, joint calls, solution narratives, teaming, deal registration, and triangulated deals (Factory + government cloud + FSI + software partner + reseller on the same program).
- Work the channel. Run the Carahsoft relationship day to day, recruit and enable second-tier resellers, route deals through the right contract vehicles (GSA MAS, NASA SEWP, CIO-SP, agency BPAs) and marketplaces, and keep quoting, pricing, and deal registration moving.
- Quantify and package the win. Turn each lighthouse into a quantified proof point and a reusable co-sell play the partner's capture and account teams can run.
- Enable both sides. Enable Factory's federal sellers to co-sell by default, and equip partner and reseller sellers to position Factory to agencies, including the compliance and deployment story (FedRAMP path, air-gapped and on-prem options).
- Set up the scale path and build the team. Feed proven plays into field marketing, enablement, and partner programs; build the cadence, dashboards, and joint business reviews that sustain the motion; hire federal partner sellers as partner-sourced revenue justifies headcount.

## Qualifications

- 8+ years in federal tech sales and alliances; 4+ carrying or driving partner-sourced revenue with FSIs, government cloud providers, software partners, and the federal reseller channel, with senior field experience.
- A track record co-selling in the field with FSI capture teams and government cloud account executives, not just managing alliance programs from a distance.
- Working knowledge of how federal buys: contract vehicles, distributors and second-tier resellers, deal registration, the fiscal-year cycle, and the compliance gates (FedRAMP, impact levels, ATOs) that shape where and how software gets deployed.
- Deep credibility on modernization: you understand how agencies move legacy systems and workloads to the cloud, and how that maps to mission outcomes, program funding, and consumption.
- Comfortable in early-stage motions where the program doesn't exist yet: you can open doors, win lighthouses, and prove value before there's infrastructure to lean on; a builder who runs the motion personally before earning headcount and aligns Factory Sales, Product, Marketing, and partner teams behind a shared program.
- Fluent enough in the AI ecosystem (frontier and open models, agent lifecycle, tokenomics, sovereignty, and air-gapped deployment) to sell the joint value to technical, mission, and contracting buyers.

Preferred: time inside a federal systems integrator, government cloud, federal software, or distributor or reseller field or partner organization; direct involvement in agency modernization co-sell; existing relationships with capture and partner leaders in the DC market. An active or prior clearance is a plus, not a requirement.

## How We Measure It

Joint agency and integrator new logos and lighthouse wins first. Then partner-sourced, partner-influenced, and reseller-transacted pipeline and ARR, workloads modernized and consumption driven to partners, second-tier resellers recruited and transacting, quantified mission proof points, partner seller adoption of co-sell, and a validated path to scale.

Location: Remote, Washington, DC metro

## 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
- [Account Executive, Aerospace and Defense](https://feeny.ai/job/account-executive-aerospace-and-defense-factory-united-states-6qwdam6b5pc3) — United States
- [Account Executive, Fed Civilian](https://feeny.ai/job/account-executive-fed-civilian-factory-united-states-rq56yt9q5bwx) — 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