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Factory AIFactory AIWashington, DC

VP of Federal

Leads Factory's federal public-sector business, owning go-to-market strategy, agency sales, partnerships, compliance progression, hiring, and revenue operations. The role requires 10+ years selling enterprise software to the U.S. federal government and strong federal procurement, authorization, and technical-platform expertise.

Salary not listed
On-site10+ YOEExecutive Leadership

About the role

Responsibilities

  • Own Factory's federal revenue organization, including strategy, hiring, and priority agency pursuits across Civilian, Defense, and the Intelligence Community.
  • Land and expand marquee agency accounts, navigating mission owners, program offices, CIOs/CTOs, and Authorizing Officials from initial meeting through pilot and production scale.
  • Build the federal pipeline across GSA Schedules, GWACs, OTAs, sole-source, and reseller or marketplace vehicles.
  • Bring customer product feedback to Product and Engineering to accelerate product success.
  • Build and grow partnerships with systems integrators, resellers, and compliance partners, including GDIT, Deloitte, Carahsoft, and Second Front.
  • Partner with Security, Product, and Engineering on the authorization path, including FedRAMP, IL4/5/6 through customer enclaves, air-gapped deployment, and on-premises deployment.
  • Translate agency requirements into the product roadmap.
  • Recruit, hire, and lead a federal team of account executives, solutions engineers, and partner managers.
  • Represent Factory to agency leadership, on Capitol Hill, and across the government technology community.
  • Own forecasting, pipeline and revenue reporting, and operational instrumentation for the federal business.

Requirements

  • 10+ years of experience selling to and leading in the U.S. federal government, including building or scaling a federal enterprise software business at an early-stage or high-growth company.
  • Track record of closing large, complex, multi-stakeholder federal deals and exceeding revenue targets.
  • Deep knowledge of federal procurement and compliance, including acquisition vehicles, budget cycles, FedRAMP, ATOs, and DoD Impact Levels.
  • Established relationships across Civilian and/or Defense agencies and the partner ecosystem.
  • Experience selling technical products to engineering and mission audiences, such as developer platforms, infrastructure, security, or AI/ML.
  • Ability to build credibility and earn the trust of technical engineers.
  • Builder's mindset and comfort operating with ambiguity, establishing processes, and working in a lean, high-ownership environment.
  • Exceptional communication and executive presence.
  • Existing security clearance or eligibility to obtain one is a plus.

Compensation and Benefits

  • The role is based in the Washington, DC area, with regular travel to customers and Factory's headquarters in San Francisco.

Skills

federal procurementFedRAMPatodod impact levelsgsa schedulesgwacsotasAI/MLdeveloper platformsInfrastructureSecurityair-gapped deploymenton-premises deploymentRevenue ForecastingPartner Management

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