Head of Enterprise Sales (AI)

Location: San Francisco, CA, United States. In-office position 5 days per week, within walking distance of Caltrain.

Company

Builds a platform for self-improving software development that helps enterprise engineering organizations automate coding, pull-request reviews, testing, and continuous deployment through Factory's Droids.

What you will do

• Build and scale the West enterprise sales organization by recruiting Regional Directors and Enterprise Account Executives and designing a scalable team structure.
• Coach Regional Directors, develop front-line leadership, establish career paths, and build a bench of future leaders.
• Set West regional strategy, including territory and account coverage, market segmentation, capacity planning, and go-to-market execution across Fortune 1000 and high-growth enterprise accounts.
• Own regional targets, forecasting, pipeline generation, deal reviews, and quarterly business reviews.
• Act as executive sponsor for strategic deals involving CIOs, CTOs, engineering leaders, procurement, complex evaluations, commercial negotiations, and multi-stakeholder decisions.
• Partner with product, engineering, marketing, and customer success to shape the enterprise value proposition, sales motion, positioning, roadmap feedback, hiring profiles, onboarding, enablement, and compensation structures.

Requirements

• 12+ years of sales experience, including 7+ years selling to enterprise accounts with complex decision-making processes.
• 5+ years of sales leadership experience, including 2+ years managing Regional Directors or other front-line sales leaders.
• Proven experience building enterprise sales teams from the ground up and scaling them to consistently meet and exceed targets in a technology-driven environment.
• Experience hiring and promoting front-line leaders and developing strong teams under them.
• Experience setting regional strategy, including territory design, account segmentation, capacity planning, and go-to-market planning.
• Strong forecasting and pipeline management discipline, with the ability to provide an accurate, data-driven view of the business to the executive team.
• Exceptional technical aptitude, including the ability to learn technologies quickly, explain complex solutions simply, and communicate credibly with technical buyers and C-level executives.
• Hands-on experience using AI for account research, deal preparation, forecasting, and pipeline management; enthusiasm for building an AI-first sales organization.
• Self-motivated and able to thrive in a dynamic, fast-paced startup environment.

Nice to have

• Experience scaling a sales organization at a high-growth startup, particularly in developer tools, AI, or infrastructure software.

Culture & Benefits

• In-office work five days per week in the San Francisco office.
• High-performance culture centered on accountability, coaching, continuous improvement, and strong sales execution.
• Opportunity to help hire leaders, build the team, and shape the culture of the San Francisco go-to-market hub.