VP of Federal

Location: Based in the Washington, DC area, with regular travel to customers and Factory's headquarters in San Francisco.

Company

Factory builds an engineering layer that helps U.S. government agencies turn advanced model access into production-grade software within agency-controlled environments.

What you will do

• Own the federal revenue organization, including strategy, hiring, forecasting, pipeline, and revenue reporting.
• Lead high-priority pursuits across Civilian, Defense, and Intelligence Community agencies from initial engagement through pilots and production scale.
• Build acquisition channels across GSA Schedules, GWACs, OTAs, sole-source agreements, and reseller or marketplace vehicles.
• Develop partnerships with systems integrators, resellers, and compliance partners.
• Work with Security, Product, and Engineering on FedRAMP, IL4/5/6 customer-enclave deployments, air-gapped environments, and on-premises authorization paths.
• Represent Factory with agency leadership, congressional stakeholders, and the broader government technology community.

Requirements

• 10+ years of experience selling to and leading in the U.S. federal government.
• Experience 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, budget cycles, FedRAMP, ATOs, and DoD Impact Levels.
• Established relationships with Civilian and/or Defense agencies and federal-sector partners.
• Experience selling technical products such as developer platforms, infrastructure, security, or AI/ML products.

Nice to have

• Existing security clearance or eligibility to obtain one.

Culture & Benefits

• High-ownership builder role with significant ambiguity and responsibility for creating a federal business from the ground up.
• Lean, fast-moving environment focused on standing up new processes and scaling the business.
• Regular travel to customers and the San Francisco headquarters.