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About the Role

Build and lead Factory's West Enterprise sales organization, carrying the number for the region. This role requires a leader who has succeeded as an individual contributor, led teams to hit their number, and then built leaders who repeat that success. You will set regional strategy, develop talent, manage forecasts, and engage in strategic deals. Additionally, you will help anchor and scale the San Francisco office by hiring leaders, building the team, and shaping the company culture.

Responsibilities

Build the West enterprise sales organization by recruiting and hiring exceptional Regional Directors and Enterprise Account Executives.
Design a scalable team structure to support Factory's growth.
Develop talent at every level by coaching Regional Directors.
Set and drive the strategy for the West, including territory and account coverage.
Identify high-value market segments and build plans to win enterprise accounts.
Own the number for the West by setting targets and building accurate forecasts.
Run a disciplined operating rhythm across pipeline generation, deal reviews, and quarterly business reviews.
Create a high-performance culture built on accountability, coaching, and continuous improvement.
Serve as the executive sponsor on the region's most strategic deals.
Build relationships with CIOs, CTOs, and engineering leaders.
Partner with internal executive stakeholders to shape go-to-market strategy and value proposition.
Bring customer and market feedback to product and marketing teams.
Build a repeatable, scalable sales motion for new logos, expansion, and renewals.
Help define hiring profiles, onboarding, enablement, and compensation structures.

Requirements

12+ years of sales experience, including 7+ years selling into 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 track record of building and scaling enterprise sales teams to consistently meet and exceed targets in a technology-driven environment.
History of developing talent, including hiring and promoting front-line leaders.
Experience setting regional strategy, including territory design, account segmentation, capacity planning, and go-to-market planning.
Strong forecasting and pipeline management discipline.
Exceptional technical aptitude.
Hands-on experience using AI to enhance sales efficiency.
Experience scaling a sales organization at a high-growth startup, particularly in developer tools, AI, or infrastructure software, is highly desirable.
Self-motivated and able to thrive in a dynamic, fast-paced startup environment.

Skills

Sales leadership
Team building
Talent development
Strategic planning
Forecasting
Pipeline management
Technical aptitude
AI utilization
Enterprise sales
Negotiation
Relationship building

Location

San Francisco

Work Type

In-office (5 days/week)

Experience Level

12+ years of sales experience
7+ years selling into enterprise accounts
5+ years of sales leadership experience
2+ years managing front-line sales leaders

About the Company

Factory's mission is to create a world where software builds and improves itself.
We build the platform for self-improving software development, enabling autonomous software factories for enterprise engineering teams.
Customers include Nvidia, Blackstone, Royal Bank of Canada (RBC), Palo Alto Networks, Adobe, and T-Mobile.
Raised $200M in 2026 at a $5B valuation, with total funding over $400M.
Backed by investors including Khosla Ventures, Sequoia, Blackstone, Ali Ghodsi (CEO of Databricks), and Frank Slootman (Former CEO of Snowflake).