About the Role
You will own a named portfolio of aerospace and defense accounts and lead enterprise sales cycles from pipeline development through evaluations, procurement, and closing. You will conduct consultative technical sales conversations, build multi-year account plans, guide customers on AI-driven development adoption, and develop relationships with systems integrators, cloud providers, and delivery partners.
Requirements
•7+ years of sales experience
•4+ years selling technology into the aerospace and defense industry
•Experience managing complex sales cycles from start to finish
•Experience navigating commercial and government procurement and selling through or alongside systems integrators and resellers
•Strategic selling expertise, including executive relationship management and multi-year account planning
•Technical aptitude across infrastructure, SDLC, enterprise IT deployments, CI/CD, DevSecOps, cloud, and on-premises environments
•Working knowledge of ITAR/EAR, DFARS, CMMC, and NIST SP 800-171
•Strong interpersonal and communication skills
•Established relationships within defense primes, defense technology companies, and the systems integrator ecosystem
Responsibilities
•Own aerospace and defense accounts and lead enterprise sales cycles from pipeline development through closing
•Manage evaluations, pilots, procurement, and multi-stakeholder deals
•Build multi-year account plans, forecasts, pipeline tracking, and sales plans
•Lead technical conversations on infrastructure, SDLC, CI/CD, DevSecOps, and deployment options
•Guide customers on integrating Factory's Droids into cloud, on-premises, and air-gapped workflows
•Customize solutions with sales leadership, product, engineering, and security teams
•Cultivate relationships with systems integrators, cloud providers, and delivery partners
•Educate customers on AI-driven development tools, security, compliance, ROI, and adoption
•Drive expansions and renewals and share market intelligence with product and marketing
