Regional Director, Mid-Market

Job Description

Company Description Factory is an AI research lab focused on bringing autonomy to software engineering through advanced AI agents known as Droids. The team combines deep research expertise with practical engineering to create tools that help organizations build, maintain, and scale software more efficiently. Factory collaborates closely with forward-thinking companies that are adopting AI-first approaches to development. The environment is fast-paced, experimental, and highly collaborative, offering opportunities to shape the future of autonomous software engineering. Team members are encouraged to take ownership, innovate, and contribute directly to the evolution of the product and the broader AI ecosystem.\n
Role Description The Regional Director, Mid-Market is a full-time, on-site role based in the New York City Metropolitan Area. This role is responsible for leading go-to-market efforts with mid-market customers, including building and managing a regional portfolio, developing account strategies, and driving adoption of Factory’s AI Droids. Day-to-day responsibilities include prospecting and qualifying new opportunities, running discovery and product demos, managing the sales cycle from initial contact through negotiation and close, and maintaining strong relationships with existing customers to support expansion and retention. The Regional Director will collaborate with product, engineering, and marketing teams to provide market feedback, refine messaging, and support customer onboarding and success. The role also includes forecasting regional performance, reporting on pipeline and revenue metrics, and representing Factory at industry events and meetings in the region.\n
Qualifications
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• Demonstrated experience selling complex B2B software or AI/enterprise technology solutions to mid-market organizations, with a track record of meeting or exceeding revenue targets.
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• Strong skills in consultative selling, account planning, and relationship management, including the ability to engage technical and business stakeholders and navigate multi-threaded deals.
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• Ability to understand and explain technical concepts related to AI, software engineering workflows, and automation, translating them into clear business value for customers.
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• Experience building and managing a regional territory, including pipeline development, forecasting, and use of CRM tools (e.g., Salesforce, HubSpot) for data-driven decision-making.
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• Excellent communication, presentation, and negotiation skills, with the ability to lead customer meetings, demos, and executive-level discussions in person.
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• Collaborative mindset and experience working closely with cross-functional teams such as product, engineering, marketing, and customer success.
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• Comfort working in a fast-paced, research-driven startup environment, with adaptability to evolving products, processes, and market demands.
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• Bachelor’s degree in business, engineering, computer science, or a related field, or equivalent practical experience; prior experience in AI, developer tools, or SaaS is highly beneficial.
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