VP of Federal ResponsibilitiesThe 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. 
