Head of Business Development

About the Role

Factory is looking for a Head of Business Development to own the strategic relationships that determine where our platform sits in the AI ecosystem. Reporting to the VP of Operations, you will lead our business development and strategic partnerships efforts and build the network of alliances that make Factory the center of gravity for agent-native software development.

This is a strategic, relationship-driven role. You will build and nurture our product partner ecosystem, deepen our relationships with the frontier AI labs whose models Factory is built on, and cultivate the alliances across the platforms and infrastructure our customers already run on. You will help us build out our startup ecosystem, embedding Factory in the community where the next generation of engineering organizations is being formed. And you will act as the tip of the spear for our sales organization: opening doors, vetting new introductions, and turning high-level relationships into durable strategic advantage.

You operate with the judgment of a founder. You identify which relationships matter most, structure partnerships that compound over time, and bring the whole company along.

What you will do and achieve

• Define and execute Factory's business development and strategic partnerships strategy, aligned to the company's long-term vision.

• Build and nurture the product partner ecosystem around Factory, working with Product and Engineering to identify and shape the integrations that make our platform more valuable to enterprise engineering teams.

• Deepen our relationships with the frontier AI labs, keeping Factory at the leading edge of what the underlying models can do.

• Cultivate strategic alliances across the major cloud platforms and infrastructure providers our customers build on, positioning Factory where enterprises already operate.

• Help build out our startup ecosystem, establishing Factory within the community of high-growth companies and the partners who serve them.

• Identify, negotiate, and establish strategic partnerships with complementary technology providers and industry leaders, structuring agreements that advance Factory's strategic objectives.

• Identify emerging technologies and startups worth partnering with, and build those relationships early.

• Partner closely with Product, Engineering, Sales, and Legal to bring partnerships to life, and represent Factory at the industry events where these relationships are built.

• Gather and synthesize ecosystem intelligence to inform our product direction and long-term strategic planning.

Qualifications

• 10+ years in business development or strategic partnerships, with at least 5 years in leadership roles within the technology sector.

• A proven track record of establishing and managing high-value, strategic partnerships from first conversation through signed agreement.

• A deep understanding of the AI industry and its ecosystem, including the labs, platforms, and product partners that shape it.

• Excellent negotiation and deal-structuring skills, with the judgment to prioritize the relationships that compound.

• The credibility and presence to build and maintain relationships with founders and C-level executives.

• Strong analytical skills to evaluate partnership opportunities and their strategic impact.

• Experience leading cross-functional efforts and rallying Product, Engineering, and Sales toward a shared outcome.

• Exceptional communication and presentation skills.

• Strategic thinking, adaptability, and genuine comfort with ambiguity in a fast-moving industry.

• A builder mindset. You are excited to help build the function, not just fill a seat. An MBA or equivalent experience is a plus.

Location: San Francisco, New York City in office, 5 days a week