Mid-Market Account Executive

About the role

This position leads sales for enterprise customers in developer tools and AI. The role focuses on complex enterprise organizations and multi-stakeholder decision processes. You will own the end-to-end sales cycle for strategic Mid-Market and enterprise accounts in the developer tools and AI space, driving revenue growth and market penetration. The position requires you to deeply understand customer business problems and position Factory as the strategic partner that delivers autonomous engineering impact. You will act as the primary champion for your portfolio, navigating complex buying committees and aligning diverse stakeholder needs. Success in this role is defined by your ability to build trusted relationships, articulate clear return on investment, and close multi-threaded deals. You will leverage your expertise to forecast accurately, manage a robust pipeline, and consistently exceed demanding sales quotas. This is a leadership role that shapes the direction of key accounts and directly influences the company's growth trajectory in a high-velocity market.

Key facts

What you'll do

Conduct discovery sessions with executive and technical stakeholders to map business needs and identify high-value opportunities within target Mid-Market accounts.

Develop and execute multi-threaded account plans that map decision makers, influencers, and economic buyers to guide complex sales cycles from initial contact to closure.

Leverage deep product knowledge to run tailored demonstrations of Factory Droids that clearly translate sophisticated AI capabilities into tangible enterprise value for technical and executive audiences.

Collaborate with solutions engineering and implementation teams to design solution architectures that integrate Factory Droids into existing development workflows and client infrastructure.

Articulate compelling return on investment and total cost of ownership to procurement and finance stakeholders, addressing objections related to implementation, security, and scalability.

Partner with the marketing team to develop sales strategies, refine messaging, and create compelling materials based on market feedback and competitive intelligence.

Build and maintain trusted, long-term relationships with C-level executives, engineering leaders, and technical decision-makers to enable expansion, upsell, and renewal opportunities.

Utilize CRM tools to maintain accurate pipeline forecasts, document interactions meticulously, and ensure strict adherence to sales stages and quotas.

Represent Factory at industry events, customer meetings, and internal reviews, serving as the primary point of contact for all strategic initiatives.

Adapt sales approaches and negotiation tactics to overcome objections and secure commercial agreements that align with both customer needs and company objectives.

Continuously update leadership on competitor activity, market shifts, and customer feedback to inform product positioning and go-to-market strategy.

Own key metrics including pipeline generation, win rates, average deal size, and sales cycle length to drive continuous improvement.

Engage in regular pipeline reviews and forecasting discussions to prioritize high-probability opportunities and resource allocation.

Provide feedback from the field on product usage, competitive threats, and customer requirements to influence future product development.

Demonstrate resilience and adaptability in a fast-paced startup environment, managing multiple priorities and shifting requirements with professionalism.

Requirements

Candidates must possess 3+ years of progressive sales experience, with at least 2+ years specifically focused on Mid-Market enterprise sales involving complex decision committees.

A proven track record of meeting and exceeding technology-driven sales targets is required, demonstrated through the end-to-end management of complex sales cycles from discovery to implementation.

Rapid technical learning ability is essential to clearly explain sophisticated AI and developer tool solutions to both technical architects and executive leadership.

Effective engagement with technical decision-makers and C-level stakeholders is mandatory, requiring advanced communication, relationship-building, and negotiation skills.

Thriving in a dynamic, fast-paced startup environment is required, supported by strong self-direction, ownership, and a genuine interest in AI and software development innovation.

Strict adherence to company sales methodologies and CRM processes is non-negotiable for maintaining accurate forecasting and pipeline hygiene.

The ability to travel domestically for customer meetings, industry events, and internal training is an inherent requirement of the role.

Candidates must be legally authorized to work in the United States without sponsorship for this position.

A bachelor's degree or equivalent practical experience is required to demonstrate foundational business acumen and professional maturity.

Nice to have

Prior experience in sales engineering or roles involving deep product demonstrations for DevEx or Engineering teams is preferred.

Experience with AI, developer platforms, or infrastructure tooling is a significant advantage for understanding the technical nuances of the solution set.

Practical notes

The position is based in San Francisco with a requirement for 5 days per week in the office.

Typical interview steps

Sales hiring often includes a role play, a discovery call simulation, and a presentation. Candidates may be asked to pitch a product to a panel or handle a tough objection. Behavioral questions focus on past quota attainment and deal history. Energy and preparation matter. Interviewers often simulate the job in the interview itself, so be ready to run a short discovery call or demo. Practicing your own sales pitch out loud helps.

Good to know

Roles in developer tools often combine strategic selling with technical depth. Mastery of sales platforms and AI concepts supports success in this environment. Clear communication bridges technical implementation and executive sponsorship.

Questions to ask

Good questions to ask the employer in the interview: what does success look like in the first six months, how is the team structured, what is the current biggest challenge, and how are decisions made. Asking about growth paths and the review process is also well received. Employers expect questions, and good ones show preparation.

Career growth

Sales careers can move from SDR or associate to account executive, senior AE, manager, and director roles. Some sellers move into partnerships, account management, or revenue operations. Compensation typically mixes a base with commission tied to results. High performers in sales typically move into larger accounts, team leadership, or sales operations. Quota history and references carry the most weight in promotion.

About the company

Our mission is to bring autonomy to software engineering. We build software development agents that accelerate the world's largest enterprise engineering teams.