Field Partner Sales Leader - US Federal

Factory is building the platform that enables software to continuously improve itself. The company powers self-improving development workflows for major enterprises like Nvidia, Blackstone, Royal Bank of Canada, Palo Alto Networks, Adobe, and T-Mobile, allowing teams to ship code, review pull requests, run tests, and deploy with increasing intelligence at each cycle. Factory has raised over 400 million dollars in total funding at a 5 billion dollar valuation, backed by leading investors including Khosla Ventures, Sequoia, and Blackstone.

As a company focused on autonomous software development infrastructure, Factory operates at the intersection of enterprise software and artificial intelligence. The platform's ability to learn from each development cycle positions it as critical infrastructure for large-scale engineering organizations modernizing their technical operations. Factory's investor base reflects deep expertise in both distributed systems and AI-driven automation, signaling the company's role in shaping how enterprises will build software over the next decade.

Factory is seeking a Field Partner Sales Leader to establish and grow US federal government revenue. You will drive partner-sourced and reseller-transacted pipeline across federal systems integrators, government cloud providers like AWS GovCloud and Microsoft Azure Government, software partners, and the Carahsoft reseller channel. This role reports to federal sales leadership and focuses on US civilian, defense, and intelligence agencies.

What you'll do

• Own the end-to-end federal partner revenue motion, building pipeline and closing bookings through FSIs, government clouds, software partners, and resellers.

• Develop trusted relationships with FSI capture leads, account executives, and delivery leaders to earn inclusion in joint program and agency account planning.

• Identify agency modernization and cloud migration programs where Factory creates value and co-sell opportunities to close deals.

• Execute field co-sell activities including agency planning sessions, joint customer calls, solution development, teaming arrangements, and deal registration across multiple partners.

• Manage the Carahsoft distributor relationship day to day, recruit and enable second-tier resellers, and route deals through appropriate contract vehicles including GSA MAS, NASA SEWP, and CIO-SP.

• Turn successful partnerships into quantified proof points and repeatable co-sell playbooks that partner sales teams can execute independently.

• Enable Factory's federal sellers and partner sellers to position Factory to agencies, covering FedRAMP compliance, air-gapped deployment options, and federal buying processes.

What you'll bring

• Eight or more years in federal technology sales and partnerships, including four or more years carrying or driving partner-sourced revenue with systems integrators, government cloud providers, and federal resellers.

• Demonstrated success co-selling in the field with FSI capture teams and government cloud account executives, not solely managing alliance programs remotely.

• Deep knowledge of federal procurement: contract vehicles, distributor networks, deal registration, fiscal-year cycles, and compliance requirements like FedRAMP and Authorization to Operate processes.

• Strong background in how federal agencies modernize legacy systems and migrate workloads to cloud infrastructure, with understanding of mission outcomes, program funding, and consumption models.

• Ability to build early-stage motions where formal programs do not yet exist; comfort opening doors, landing reference customers, and proving value before mature infrastructure exists.

• Working familiarity with the AI landscape including frontier and open models, agent workflows, deployment sovereignty, and air-gapped environments sufficient to articulate joint value to technical, mission, and contracting stakeholders.

Nice to have

• Experience with specific federal contract vehicles and marketplace platforms used in government technology procurement.

• Background in software development, modernization, or cloud infrastructure sales to federal customers.

What they offer

• Remote position based in Washington, DC area.

• Full-time employment.