Location: San Francisco Bay Area, California, USA (Hybrid)
Experience: 3–7 years
Employment Type: Full-time

About Factor

Software powers modern civilization.

It runs financial systems, healthcare, transportation, communications, scientific research, governments, and increasingly, artificial intelligence itself.

Building software has never been easier. AI is rapidly reducing the cost of writing code, generating tests, and implementing features.

But one fundamental challenge remains:

Understanding software.

Every meaningful engineering decision begins with understanding:

• What does this change affect?

• What depends on it?

• What assumptions could it violate?

• What should be tested?

• Can it be deployed safely?

Today, engineers answer these questions by manually reconstructing complex systems—reading code, tracing dependencies, searching documentation, and relying on tribal knowledge.

As software becomes larger, more distributed, and increasingly AI-generated, this manual understanding becomes the limiting factor.

At Factor, we are building the intelligence layer that enables software systems to be understood before they change.

Our mission is to accelerate humanity's ability to build trustworthy software systems—software that can be understood, validated, and evolved with confidence.

The Role

As our Founding Account Executive, you'll help build Factor's go-to-market engine from the ground up.

You'll work directly with the founder to define how we sell, refine our messaging, and convert qualified opportunities into long-term customers.

This isn't a role where you'll inherit a mature playbook or an established sales organization.

You'll help build both.

You'll engage with engineering leaders, staff engineers, and technical decision-makers to understand their challenges, teach new perspectives, guide evaluations, and help organizations confidently adopt Factor.

Every customer conversation will influence our product, positioning, pricing, and GTM strategy.

If you're excited by building category-defining companies—not simply carrying a quota—you'll thrive here.

What You'll Do

• Own the sales process from discovery through close.

• Conduct consultative discovery conversations with engineering leaders and technical buyers.

• Deliver insight-driven product demonstrations tailored to each customer's environment.

• Guide customers through evaluations, pilots, procurement, and purchasing decisions.

• Build trusted relationships with engineering teams and executive stakeholders.

• Collaborate closely with the founder to improve messaging, pricing, positioning, and sales strategy.

• Maintain an accurate sales pipeline, forecasts, and CRM.

• Identify expansion opportunities within existing customers.

• Capture customer feedback to continuously improve the product and GTM motion.

What We're Looking For

We're looking for people who are curious, intellectually honest, and excited to solve difficult problems.

You should have:

• 3–7 years of experience selling B2B SaaS products.

• A proven track record of consistently achieving or exceeding quota.

• Experience managing technical or consultative sales cycles.

• Exceptional discovery, communication, and relationship-building skills.

• Ability to communicate complex technical concepts clearly.

• Experience using modern consultative sales methodologies such as Challenger Sale, MEDDPICC, SPICED, or similar.

• High ownership, strong execution, and comfort operating in ambiguity.

We don't expect candidates to know everything. Strong judgment, learning velocity, ownership, and intellectual curiosity matter more than checking every box.

Our Ideal Candidate

You're more interested in understanding customers than pitching products.

You naturally ask thoughtful questions, challenge assumptions with evidence, and build trust through credibility rather than pressure.

You enjoy learning how engineering organizations operate and can confidently engage with technical buyers.

You thrive in early-stage startups where every customer conversation helps shape the future of the company.

You want to build a company—not simply work for one.

Skills & Technologies

CRM

• HubSpot

Sales & Communication

• Google Meet

• Zoom

• Cal.com

Productivity

• Google Workspace

• Granola

Sales Methodologies

• Challenger Sale

• MEDDPICC

• SPICED

• Consultative Selling

Nice To Have

• Experience selling developer tools, DevOps, platform engineering, infrastructure, or security products.

• Experience selling to engineering organizations.

• Experience in an early-stage startup.

• Familiarity with modern software development workflows.

• Technical background or Computer Science education.

• Experience with product-led growth or land-and-expand sales motions.

What You'll Get

• Competitive compensation: $120,000–180,000 OTE + Meaningful Founding Equity

• High ownership and autonomy from day one.

• Direct collaboration with the founder.

• Opportunity to shape Factor's sales strategy and culture.

• Work on one of the foundational problems in software engineering.

• Fast learning and career growth.

• Flexible, high-performance culture.

Hiring Process

1. Introductory conversation

2. Sales discussion

3. Mock discovery conversation

4. Founder conversation

5. In-person coffee chat

6. References

7. Offer

Our Principles

Trust begins with evidence.
We build systems where decisions are supported by facts.

Understanding precedes judgment.
Systems should be understood before they are changed.

Truth over confidence.
Confidence matters only when backed by evidence.

Complexity should be computed, not manually reconstructed.
Engineers should solve problems—not rediscover systems.

Build foundations, not features.
We build enduring infrastructure that can support the future of software engineering.