Geared toward candidates with federal government enterprise software experience comfortable with building from scratch and navigating complex procurement processes.
Derived from job-description analysis by Serendipath's career intelligence engine.
Original posting from Factory via Ashby
ABOUT THE ROLE
The U.S. government runs on software that is decades old, undocumented, and increasingly expensive to maintain. Some organizations may have unprecedented access to select models, but access to a model is not the same as organization-wide production-grade software. Factory is the engineering layer that turns that access into merged, tested, deployed modern software– inside the boundary and under the agency's authority. We are on the precipice of a major unlock in the Public Sector, to truly enable agencies to accelerate towards their missions and we believe giving each organization a software factory is the enabling factor.
We're looking for a VP of Federal to build and lead Factory's public sector business from the ground up. Reporting to the Chief Revenue Officer, you will own our federal go-to-market end-to-end: strategy, pipeline, partnerships, compliance path, and team. This is a builder's role for an operator who has stood up a federal practice before and wants to define a category inside government.
WHAT YOU WILL DO AND ACHIEVE
- Own Factory's federal revenue organization: own the strategy, hiring across the organization, and personally lead the highest-priority agency pursuits across Civilian, Defense, and the Intelligence Community.
- Land and expand marquee agency accounts while navigating mission owners, program offices, CIOs/CTOs, and Authorizing Officials from first meeting to signed pilot to production scale.
- Build the federal pipeline across the full range of acquisition paths from GSA Schedules, GWACs, OTAs, sole-source, and reseller/marketplace vehicles.
- Relentlessly bring back product feedback from customers to accelerate our product success.
- Stand up and grow the partner ecosystem across systems integrators, resellers, and compliance partners (e.g., GDIT, Deloitte, Carahsoft, Second Front) to extend reach and accelerate deployment.
- Partner with Security, Product, and Engineering to advance Factory's authorization path (FedRAMP, IL4/5/6 via customer enclaves, air-gapped and on-prem deployment) and translate agency requirements into the roadmap.
- Recruit, hire, and lead a world-class federal team including account executives, solutions engineers, and partner managers as the business scales.
- Serve as Factory's senior representative to agency leadership, on the Hill, and across the govtech community, building the relationships and trust that federal adoption requires.
- Own the numbers: forecast accurately, report pipeline and revenue with rigor, and instrument the federal motion so it compounds.
QUALIFICATIONS
- 10+ years experience selling to and leading in the U.S. federal government, including experience building or scaling a federal enterprise software business at an early-stage or high-growth company.
- Demonstrated track record of closing large, complex, multi-stakeholder federal deals and consistently exceeding revenue targets.
- Deep fluency in federal procurement and compliance including acquisition vehicles, budget cycles, and authorization processes (FedRAMP, ATO, DoD Impact Levels) and the ability to make a technical platform straightforward to acquire and deploy.
- Established relationships across Civilian and/or Defense agencies and the partner ecosystem (systems integrators, resellers, and compliance partners).
- Experience selling technical products to engineering and mission audiences such as developer platforms, infrastructure, security, or AI/ML. Build credibility to earn the trust of technical engineers.
- A builder's mindset: comfortable operating with ambiguity, standing up process where none exists, and moving fast in a lean, high-ownership environment.
- Exceptional communication and executive presence, with the ability to represent Factory to the most senior levels of government and industry.
- Existing security clearance (or eligibility to obtain one) is a plus.
This role is based in the Washington, DC area, with regular travel to customers and to Factory's headquarters in San Francisco.
Source: Factory careers (Ashby)