This position offers a base salary of $145,000 - $185,000 ($290,000 - $370,000 OTE).  

Role Description:

Defense Unicorns is seeking mission-driven Account Executives to spearhead full-lifecycle capture and business development efforts across the Army and USASOC ecosystem. In this high-impact role, you will shape and lead strategic pursuits that align Defense Unicorns' unique strengths, including secure software delivery, DevSecOps, tactical edge enablement, and cybersecurity, with emerging government needs.

You will own the acquisition of new Mission Heroes (our customers) from early qualification through proposal. 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.

Qualifications: 

• Background in Army operations, USASOC operations, or Army aviation areas.
• Startup or high-growth technology company experience.
• Working knowledge of Army 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.
• Active security clearance.
• Existing relationships across Army, USASOC, primes, or relevant defense technology ecosystems.

Responsibilities: 

• Drive new Mission Hero acquisition across the Army and USASOC ecosystem, ensuring alignment with Defense Unicorn’s strategic growth objectives and solution capabilities.
• Background in Army operations, USASOC operations, or Army aviation areas.
• 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.
• Understand customer pain points, acquisition timelines, and funding paths across multiple branches of the DoD.
• Identify and lead teaming arrangements that enhance technical capabilities, socio-economic positioning, or incumbent advantage.
• Translate technical capabilities—such as the Unicorn Delivery Service (UDS), cATO acceleration, and edge deployments—into persuasive win themes.
• Support RFI/RFP responses with market intelligence, SWOT analysis, and pricing strategy input.
• Prepare regular reports on business development activities, track key performance indicators (KPIs), and analyze the effectiveness of various strategies. Use data-driven insights to refine approaches and achieve better results.
• Represent the company at industry and government events to raise visibility and gather market intelligence.
  
  

You are measured by:

• Number and quality of qualified Army and USASOC opportunities identified and advanced.
• Achievement of annual bookings target and contribution to overall proposal win rate.
• Development and execution of capture strategies, including capture plans, customer shaping, and teaming.
• CRM discipline, pipeline accuracy, and consistent use of data to inform account and opportunity strategy.
  
  

Travel Expectations/Requirements: 30-45%

The listed responsibilities are not exhaustive and additional responsibilities may be assigned based on the evolving needs of the organization. We are seeking a dynamic individual who is able to adapt and take on new responsibilities as they arise.

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