Defense Unicorns

Account Executive - Navy

United States - Remote · Contract

No sponsorship$145k-$185kDetected 13 days ago

AWSGCPAzureCloud PlatformsKubernetesTerraformHelmCI/CDCybersecurityComplianceCRMSalesAccount ManagementBusiness DevelopmentLeadershipCommunication

About the role

Defense Unicorns is seeking mission-driven Account Executives to spearhead full-lifecycle capture and business development efforts across the Navy and Marine Corps ecosystem.
This includes driving win strategies, forming key partnerships, maintaining disciplined pipeline hygiene, and aligning technical solutions to mission outcomes.
This is a pivotal role within our growth team that directly influences the company's pipeline, revenue targets, and national security impact.

Drive new Mission Hero acquisition across the Navy and Marine Corps ecosystem, ensuring alignment with Defense Unicorns' strategic growth objectives and solution capabilities.
Develop and execute capture plans, win strategies, and competitive positioning to secure new business.
Engage early with government stakeholders, primes, and ecosystem partners to shape opportunities ahead of solicitation.
Identify and lead teaming arrangements that enhance technical capabilities, socio-economic positioning, or incumbent advantage.
Support RFI/RFP responses with market intelligence, SWOT analysis, and pricing strategy input.
Maintain strong CRM discipline and pipeline hygiene, using data-driven insights to prioritize accounts, refine strategies, and improve forecasting.
Represent the company at industry and government events to raise visibility, build relationships, and gather market intelligence.

Required Experience and
Proven ability to win complex technical pursuits through the full capture lifecycle.
Experience selling into, supporting, or working with Navy and/or Marine Corps mission environments.
Strong understanding of DoD business development, capture, and acquisition processes, including customer shaping, opportunity qualification, teaming, and proposal support.
You are measured by:
Required Experience and Qualifications:
Ability to ramp quickly, operate independently, and manage ambiguity in a fast-moving environment.
Strong CRM discipline and comfort using pipeline data to prioritize accounts, forecast opportunities, and maintain pipeline hygiene.
Excellent communication, strategic thinking, and leadership skills across technical, executive, government, and partner audiences.
Experience coordinating multi-disciplinary teams to deliver successful proposals.
Eligibility to obtain a U.S. security clearance.
Background in surface warfare, fleet operations, or air domain mission areas.
Startup or high-growth technology company experience.
Working knowledge of Navy acquisition processes, including FAR-based contracts, OTAs, SBIR, IDIQs, and other relevant pathways.
Familiarity with software factory environments, DevSecOps, cybersecurity, tactical edge deployments, secure software delivery, or compute/software infrastructure.
Experience translating technical capabilities into mission-aligned value propositions and persuasive win themes.

Achievement of annual bookings target and contribution to overall proposal win rate.

Medical/Dental/Vision
Health Savings Account
Life Insurance
Disability Insurance
401k Retirement Plan
Company Stock Options
Home Office Budget
We offer all full-time Unicorns Flexible Time Off (FTO) plus all Federal Holidays, one week for Thanksgiving, and two weeks for Christmas and New Year's
Paid Parental Leave

Defense Unicorns delivers mission value by streamlining software delivery so our customers can focus on the most important challenges. We share a vision of freedom and security for the advancement of progress and innovation. Our commitment to this vision, and to our mission-driven customers, means a commitment to speed, user experience and optionality, without compromising security. Our team is composed of innovators, software engineers, and veterans with decades of experience delivering technology programs across the federal market.
What We Do
We create and deliver secure solutions for continuous software integration and delivery. Defense Unicorns consolidates the best practices for security pipelines, testing, and deployment automation in order to meet the high security requirements valued by mission owners. Our solutions are agnostic by design and we believe that growing a robust ecosystem of secure, cloud-native software solutions can help enterprise customers inside and outside the federal market buy and integrate software more easily.
Who We Serve
Kubernetes
Cloud Environments (AWS/GCP and Azure)
Infrastructure-as-code (like Terraform/Pulumi)
Continuous Delivery and automation tooling
GitOps
Containers
CNCF projects and open source products and packages
Helm/Kustomize-Value Stream Mapping
Building and improving security delivery
Defense Unicorns delivers mission value by streamlining software delivery so our customers can focus on the most important challenges.

This listing is sourced directly from Defense Unicorns's careers page and normalized into a canonical job model.