Role Description:

Defense Unicorns is seeking a mission-driven Account Executive to spearhead full-lifecycle capture efforts across the Defense Industrial Base. In this high-impact role, you will shape and lead strategic pursuits that align Defense Unicorns’ unique strengths—secure software delivery, DevSecOps, tactical edge enablement, and cybersecurity—with emerging government needs.

You will own the acquisition of new Mission Heroes (what we call our customers) from early qualification through proposal, driving win strategies, forming key partnerships, 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.

Responsibilities: 

• Drive new Mission Hero acquisition across the DIB ecosystem, ensuring alignment with Defense Unicorn’s 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.
• 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 DIB opportunities identified and advanced
• Maturity of pipeline supporting growth goals

• Development and execution of capture strategies, including capture plans, customer shaping, and teaming
• Achievement of annual bookings target
• Contribution to overall proposal win rate and contract awards
• Success in building lasting relationships that lead to competitive advantage

Travel Expectations/Requirements: 20%-30%

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.

Preferred Experience and Qualifications:

• Proven ability to win complex technical pursuits through the full capture lifecycle.
• Working knowledge of acquisition processes (e.g., FAR-based contracts, OTAs, SBIR, IDIQ).
• Excellent communication, strategic thinking, and leadership skills across technical and executive audiences.
• Experience coordinating multi-disciplinary teams to deliver successful proposals.
• Familiarity with software factory environments, DevSecOps, cybersecurity, or tactical edge deployments is a strong plus.
• Deep DIB experience.
  
  
  This position offers a base salary of $145,000 - $185,000. A substantial component of total compensation is based on highly competitive commission on net new ARR, rewarding exceptional performance.

Role Description: 

As a Proposal Manager, you will be a critical driver of Defense Unicorns’ growth. Collaborating closely with business development, account executives, and technical stakeholders, you will help expand Defense Unicorns’ support of the US Department of Defense (DOD)leading the development and submission of competitive, high-quality, and compliant proposals for federal contracts. By deeply understanding Mission Hero goals, you will effectively deliver content that aligns with their needs. You will drive the proposal lifecycle from opportunity shaping through post-submission activities. As a key driver of growth, this position offers outcome based variable compensation to recognize and reward your contributions to a fast paced defense tech startup.

Responsibilities: 

• Own and manage the end-to-end proposal process for RFPs, RFIs, BAAs, OTAs, and IDIQ task orders.
• Coordinate capture, technical, pricing, and executive inputs to develop compelling, compliant responses.
• Write, edit, and review technical and management sections with a focus on clarity, compliance, and persuasion/win themes.
• Collaborate with internal teams to craft content that aligns with customer requirements and priorities.
• Develop and maintain proposal templates, checklists, calendars, compliance matrices, and style guides.
• Conduct opportunity assessments, competitive analyses, and market research.
• Manage proposal timelines, compliance, and resources while coordinating with partners and stakeholders.
• Support continuous improvement in proposal tools, processes, and strategies.
• Collaborate with marketing, finance, and customer success teams to ensure alignment and integration of revenue operations.
• Implement and manage CRM and other sales/marketing tools to improve efficiency and effectiveness.
• Develop and maintain dashboards and reports to provide visibility into key performance metrics and support data-driven decision-making.
• Implement proposal best practices (e.g., Shipley) and lessons learned to improve proposal quality and win rate.

Travel Expectations/Requirements: 25%

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.

Preferred Experience and Qualifications:

• 5+ years experience writing, drafting and editing proposals for US Government contracts, ideally in support of DoD. 
• Active security clearance highly preferred (i.e., Secret or Top Secret).
• Proven experience in Proposal management, revenue operations, sales operations, or a related role.
• Proficiency in CRM systems (e.g., Monday.com, HubSpot) and other sales/marketing tools.
• Strong experience in proposal writing, business development, preferably at the intersection of federal government and technology. 
• Strong analytical, organizational, and problem-solving skills.
• Expert knowledge of government contracting processes, acquisition strategies and regulations.
• Excellent communication and interpersonal skills to collaborate effectively with cross-functional teams.
•  

Role Description:

Being a Senior Sales Enablement Manager at Defense Unicorns means building the systems that help our Growth team consistently win.Our mission is to make software a strategic deterrent. The Sales Enablement role ensures that our Account Executives, Business Development Representatives, and Sales Engineers are equipped with the knowledge, tools, and processes required to communicate our value clearly and move opportunities forward.

In this role, you will report to the Business Development organization and work closely with Product Marketing, Product, and Revenue leadership to operationalize our go-to-market strategy. You will own the development and delivery of enablement programs that improve sales productivity, accelerate deal cycles, and ensure consistent execution across the revenue team.

This is an execution focused role. You will design and run repeatable enablement programs, maintain the core sales knowledge system, and ensure the field has the resources they need to succeed.

Responsibilities:

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 can build structure while operating in a dynamic environment.

• Own and execute the sales enablement strategy
• Apply prior experience supporting Defense Industrial Base (DIB) customers to ensure enablement programs align with DoD, IC, and federal sales motions
• Design and deliver onboarding programs for new Account Executives, BDRs, and Sales Architects
• Develop and maintain sales playbooks, messaging frameworks, and opportunity management guides
• Partner with Product Marketing to translate product positioning and messaging into field-ready enablement materials
• Ensure the revenue team has consistent access to current competitive positioning, product updates, and sales assets
• Design and run recurring enablement sessions, including product training, competitive updates, and sales skill development
• Support major product launches by coordinating internal training and field readiness programs
• Maintain the sales knowledge system, ensuring resources are organized, up to date, and easy for the field to access
• Partner with Revenue leadership to identify skill gaps and develop targeted enablement programs
• Measure and improve the effectiveness of enablement programs through feedback, usage metrics, and sales outcomes
• Work cross-functionally with Product, Product Marketing, Marketing, and Revenue Operations to ensure alignment between strategy and field execution
• Operate effectively in a remote, fast paced environment with high cross functional collaboration

Preferred Experience and Qualifications:

• 5+ years Sales/Revenue Enablement experience with clear ownership of onboarding, playbooks, training, and enablement systems
• Experience designing and running sales enablement programs in B2B/B2G technology company
• Experience supporting enterprise software sales teams, including Account Executives and Sales Architects
• Strong ability to translate complex technical products into clear sales narratives and playbooks
• Experience building onboarding and training programs for growing revenue teams
• Familiarity with modern sales tools and systems such as HubSpot, Slack, Notion, Google Workspace, and enablement platforms
• Strong organizational discipline and ability to maintain structured knowledge systems
• Comfortable presenting and facilitating training sessions for sales teams
• Experience working cross functionally with Product Marketing, Marketing, and Product teams
• Strong communication and collaboration skills in a remote first environment

EMPLOYER IS A CONTRACTOR FOR THE U.S. GOVERNMENT. THIS POSITION REQUIRES U.S. CITIZENSHIP.

Role Description: 

As a Solutions Architect at Defense Unicorns, you'll serve as the primary technical point of contact during customer engagements, working closely with business development, engineering, and product teams to ensure that our offerings are both compelling and relevant to our government and defense customers.

This role combines deep technical knowledge with strong communication and problem-solving skills. You’ll be responsible for delivering live product demos, maintaining infrastructure for proof-of-concept environments, and supporting the long and complex sales cycles typical in the defense sector. Your mission is to ensure that prospective customers not only understand what our technology does, but believe in what it can do for them.

This is a hands-on, customer-facing role ideal for someone who thrives in fast-paced, evolving environments and is passionate about making a tangible impact on national security through technology.

Responsibilities: 

• Act as a trusted advisor for customers and their technical needs, challenges, and goals during pre-sales engagements
• Participate in sales calls and business development meetings, often as the primary technical contact; travel as required to support on-site engagements
• Discover real mission needs beyond surface-level requirements; ask probing questions to understand the core mission challenges and align our solutions accordingly
• Architect solutions based on potential customer requirements and articulate those solutions
• Maintain technical demo environments and lead live, hands-on demonstrations of our UDS Core platform and capabilities
• Build and deliver technical proof-of-concepts, including live installations and technical walkthroughs to validate platform capabilities in real time
• Support the long defense sales process by staying engaged by delivering small proof-of-concepts, follow-up demos, and ongoing pre-sales technical support

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. 

Preferred Experience and Qualifications:

• Strong understanding of Kubernetes, cloud infrastructure (AWS, Azure), and automation tools (Terraform, OpenTofu, etc.)
• Ability to clearly explain complex systems to a variety of audiences, from deeply technical engineers to non-technical stakeholders
• Comfortable doing live deployments, troubleshooting in real time, and adjusting depth on the fly depending on the room’s technical background
• Able to read the room, admit mistakes, pivot as needed, and keep demos engaging and informative
• Collaborative by nature to play well with cross-functional teams and prepare with your sales counterparts to tailor your approach for every engagement
• Proactive and self-directed in building and maintaining infrastructure, finding answers, and pushing opportunities forward even when it gets hard
• Passionate about the national security mission and motivated by the opportunity to make a real impact, solving real problems for people in mission-critical roles

*Please note that this is an evergreen posting for future Navy Account Executive opportunities at Defense Unicorns. We will reach out to highly qualified candidates as openings arise. 

Role Description:

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

You will own the acquisition of new Mission Heroes (what we call our customers) from early qualification through proposal, driving win strategies, forming key partnerships, 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.

Responsibilities: 

• Drive new Mission Hero acquisition across the Navy ecosystem, ensuring alignment with Defense Unicorn’s 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.
• 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 Navy opportunities identified and advanced.
• Maturity of pipeline supporting growth goals.

• Development and execution of capture strategies, including capture plans, customer shaping, and teaming.
• Achievement of annual bookings target.
• Contribution to overall proposal win rate and contract awards.
• Success in building lasting relationships that lead to competitive advantage.

Travel Expectations/Requirements: 20%-30%

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.

Preferred Experience and Qualifications:

• Proven ability to win complex technical pursuits through the full capture lifecycle.
• Working knowledge of Navy acquisition processes (e.g., FAR-based contracts, OTAs, SBIR, IDIQ).
• Excellent communication, strategic thinking, and leadership skills across technical and executive audiences.
• Experience coordinating multi-disciplinary teams to deliver successful proposals.
• Familiarity with software factory environments, DevSecOps, cybersecurity, or tactical edge deployments is a strong plus.
• Deep Cyber operational experience.
  
  
  This position offers a base salary of $145,000 - $185,000. A substantial component of total compensation is based on highly competitive commission on net new ARR, rewarding exceptional performance.

*Please note that this is an evergreen posting for future Army Account Executive opportunities at Defense Unicorns. We will reach out to highly qualified candidates as openings arise. 

Role Description:

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

You will own the acquisition of new Mission Heroes (what we call our customers) from early qualification through proposal, driving win strategies, forming key partnerships, 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.

Responsibilities: 

• Drive new Mission Hero acquisition across the Army ecosystem, ensuring alignment with Defense Unicorn’s 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.
• 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 opportunities identified and advanced.
• Maturity of pipeline supporting growth goals.

• Development and execution of capture strategies, including capture plans, customer shaping, and teaming.
• Achievement of annual bookings target.
• Contribution to overall proposal win rate and contract awards.
• Success in building lasting relationships that lead to competitive advantage.

Travel Expectations/Requirements: 20%-30%

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.

Preferred Experience and Qualifications:

• Proven ability to win complex technical pursuits through the full capture lifecycle.
• Working knowledge of Army acquisition processes (e.g., FAR-based contracts, OTAs, SBIR, IDIQ).
• Excellent communication, strategic thinking, and leadership skills across technical and executive audiences.
• Experience coordinating multi-disciplinary teams to deliver successful proposals.
• Familiarity with software factory environments, DevSecOps, cybersecurity, or tactical edge deployments is a strong plus.
• Deep Army operational experience.
  
  
  This position offers a base salary of $145,000 - $185,000. A substantial component of total compensation is based on highly competitive commission on net new ARR, rewarding exceptional performance.

*Please note that this is an evergreen posting for future Space Account Executive opportunities at Defense Unicorns. We will reach out to highly qualified candidates as openings arise. 

Role Description:

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

You will own the acquisition of new Mission Heroes (what we call our customers) from early qualification through proposal, driving win strategies, forming key partnerships, 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.

Responsibilities: 

• Drive new Mission Hero acquisition across the Space ecosystem, ensuring alignment with Defense Unicorn’s 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.
• 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 Space opportunities identified and advanced.
• Maturity of pipeline supporting growth goals.

• Development and execution of capture strategies, including capture plans, customer shaping, and teaming.
• Achievement of annual bookings target.
• Contribution to overall proposal win rate and contract awards.
• Success in building lasting relationships that lead to competitive advantage.

Travel Expectations/Requirements: 20%-30%

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.

Preferred Experience and Qualifications:

• Proven ability to win complex technical pursuits through the full capture lifecycle.
• Working knowledge of Space Force acquisition processes (e.g., FAR-based contracts, OTAs, SBIR, IDIQ).
• Excellent communication, strategic thinking, and leadership skills across technical and executive audiences.
• Experience coordinating multi-disciplinary teams to deliver successful proposals.
• Familiarity with software factory environments, DevSecOps, cybersecurity, or tactical edge deployments is a strong plus.
• Deep Cyber operational experience.
  
  
  This position offers a base salary of $145,000 - $185,000. A substantial component of total compensation is based on highly competitive commission on net new ARR, rewarding exceptional performance.

*Please note that this is an evergreen posting for current and future Cyber Operations Account Executive opportunities at Defense Unicorns. We will reach out to highly qualified candidates as openings arise. 

Role Description:

Defense Unicorns is seeking mission-driven Account Executives to spearhead full-lifecycle capture efforts across the Cyber national security enterprise. In this high-impact role, you will shape and lead strategic pursuits that align Defense Unicorns’ unique strengths—secure software delivery, DevSecOps, tactical edge enablement, and cybersecurity—with emerging government needs.

You will own the acquisition of new Mission Heroes (what we call our customers) from early qualification through proposal, driving win strategies, forming key partnerships, 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.

Responsibilities: 

• Drive new Mission Hero acquisition across the Cyber ecosystem, ensuring alignment with Defense Unicorn’s 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.
• 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 Cyber opportunities identified and advanced
• Maturity of pipeline supporting growth goals

• Development and execution of capture strategies, including capture plans, customer shaping, and teaming
• Achievement of annual bookings target
• Contribution to overall proposal win rate and contract awards
• Success in building lasting relationships that lead to competitive advantage

Travel Expectations/Requirements: 20%-30%

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.

Preferred Experience and Qualifications:

• Proven ability to win complex technical pursuits through the full capture lifecycle.
• Working knowledge of Cyber acquisition processes (e.g., FAR-based contracts, OTAs, SBIR, IDIQ).
• Excellent communication, strategic thinking, and leadership skills across technical and executive audiences.
• Experience coordinating multi-disciplinary teams to deliver successful proposals.
• Familiarity with software factory environments, DevSecOps, cybersecurity, or tactical edge deployments is a strong plus.
• Deep Cyber operational experience.
  
  
  This position offers a base salary of $145,000 - $185,000. A substantial component of total compensation is based on highly competitive commission on net new ARR, rewarding exceptional performance.

EMPLOYER IS A CONTRACTOR FOR THE U.S. GOVERNMENT. THIS POSITION WILL REQUIRE U.S. CITIZENSHIP.

Role Description: 

We are seeking a dynamic and driven Business Development Representative (BDR) to join our team. Highly qualified candidates will have a background in Cyber Operations or Intelligence.

The BDR will play a critical role in identifying, nurturing, and securing new business opportunities within the defense sector. This role requires a strong understanding of the defense tech industry, excellent communication skills, and a passion for building lasting relationships with our customers; Mission Heroes.

Responsibilities: 

• Prospecting and Lead Generation: Identify and research potential customers within the defense sector. Develop and maintain a robust pipeline of qualified leads through various channels, including industry events, online research, and networking.
• Customer Outreach: Initiate contact with potential customers via phone calls, emails, and social media. Engage in meaningful conversations to understand their needs, pain points, and how our solutions can address them.
• Relationship Building: Build and maintain strong relationships with key decision-makers and stakeholders within target organizations. Foster trust and credibility through consistent follow-up and value-added interactions.
• Product Knowledge: Gain a deep understanding of our products and services. Effectively communicate the features, benefits, and value propositions to potential clients.
• Collaboration: Work closely with the business development, marketing, product, and finance teams to develop and execute targeted strategies for entering government markets. Provide feedback and insights to improve sales and marketing efforts.
• Sales Process Management: Manage the sales process from initial contact to qualified opportunity. Track and report on sales activities, pipeline status, and progress toward targets.
• Market Intelligence: Stay informed about industry trends, competitive landscape, and market conditions. Use this information to refine and adapt sales strategies.

Travel Expectations/Requirements: 20%-35%

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. 

Preferred Experience and Qualifications:

• 4+ years of experience in business development, sales, or a related role within the defense tech industry.
• 7+ years of experience within the DoD as a Cyber or Intelligence practitioner. 
• Exceptional verbal and written communication skills. Ability to articulate complex technical concepts to a variety of audiences.
• Strong understanding of the defense tech industry, including key players, market trends, and procurement processes.
• Proven ability to build and maintain relationships with clients and stakeholders. Strong networking skills.
• Highly motivated, proactive, and results-oriented. Ability to work independently and as part of a team.
• Familiarity with CRM software and sales tools. 

Why You’ll Love This Role

Impact: Your work directly helps teams deliver secure software faster by creating opportunities that wouldn’t exist otherwise.

Mission-driven team: Work alongside technologists, veterans, and operators united by a shared mission.

Flexibility: Remote-first culture with the autonomy to work where you’re most effective.

Growth: Opportunities to expand your skills across business development, partnerships, and strategy.

Culture: We lead with kindness, trust, and speed—and we mean it.

*Please note that this is an evergreen posting for current and future Air Force Account Executive opportunities at Defense Unicorns. We will reach out to highly qualified candidates as openings arise. 

Role Description:

Defense Unicorns is seeking mission-driven Account Executives to spearhead full-lifecycle capture efforts across the US Air Force. In this high-impact role, you will shape and lead strategic pursuits that align Defense Unicorns’ unique strengths—secure software delivery, DevSecOps, tactical edge enablement, and cybersecurity—with emerging government needs.

You will own the acquisition of new Mission Heroes (what we call our customers) from early qualification through proposal, driving win strategies, forming key partnerships, 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.

Responsibilities: 

• Drive new Mission Hero acquisition across the USAF ecosystem, ensuring alignment with Defense Unicorn’s 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.
• 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 USAF opportunities identified and advanced
• Maturity of pipeline supporting growth goals

• Development and execution of capture strategies, including capture plans, customer shaping, and teaming
• Achievement of annual bookings target
• Contribution to overall proposal win rate and contract awards
• Success in building lasting relationships that lead to competitive advantage

Travel Expectations/Requirements: 20%-30%

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.

Preferred Experience and Qualifications:

• Proven ability to win complex technical pursuits through the full capture lifecycle.
• Working knowledge of USAF acquisition processes (e.g., FAR-based contracts, OTAs, SBIR, IDIQ).
• Excellent communication, strategic thinking, and leadership skills across technical and executive audiences.
• Experience coordinating multi-disciplinary teams to deliver successful proposals.
• Familiarity with software factory environments, DevSecOps, cybersecurity, or tactical edge deployments is a strong plus.
• Deep USAF operational experience.
  
  
  This position offers a base salary of $145,000 - $185,000. A substantial component of total compensation is based on highly competitive commission on net new ARR, rewarding exceptional performance.

EMPLOYER IS A CONTRACTOR FOR THE U.S. GOVERNMENT. THIS POSITION REQUIRES U.S. CITIZENSHIP.

Role Description: 

As a Solutions Architect at Defense Unicorns, you'll serve as the primary technical point of contact during customer engagements, working closely with business development, engineering, and product teams to ensure that our offerings are both compelling and relevant to our government and defense customers.

This role combines deep technical knowledge with strong communication and problem-solving skills. You’ll be responsible for delivering live product demos, maintaining infrastructure for proof-of-concept environments, and supporting the long and complex sales cycles typical in the defense sector. Your mission is to ensure that prospective customers not only understand what our technology does, but believe in what it can do for them.

This is a hands-on, customer-facing role ideal for someone who thrives in fast-paced, evolving environments and is passionate about making a tangible impact on national security through technology.

Responsibilities: 

• Act as a trusted advisor for customers and their technical needs, challenges, and goals during pre-sales engagements
• Participate in sales calls and business development meetings, often as the primary technical contact; travel as required to support on-site engagements
• Discover real mission needs beyond surface-level requirements; ask probing questions to understand the core mission challenges and align our solutions accordingly
• Architect solutions based on potential customer requirements and articulate those solutions
• Maintain technical demo environments and lead live, hands-on demonstrations of our UDS Core platform and capabilities
• Build and deliver technical proof-of-concepts, including live installations and technical walkthroughs to validate platform capabilities in real time
• Support the long defense sales process by staying engaged by delivering small proof-of-concepts, follow-up demos, and ongoing pre-sales technical support

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. 

Preferred Experience and Qualifications:

• Strong understanding of Kubernetes, cloud infrastructure (AWS, Azure), and automation tools (Terraform, OpenTofu, etc.)
• Ability to clearly explain complex systems to a variety of audiences, from deeply technical engineers to non-technical stakeholders
• Comfortable doing live deployments, troubleshooting in real time, and adjusting depth on the fly depending on the room’s technical background
• Able to read the room, admit mistakes, pivot as needed, and keep demos engaging and informative
• Collaborative by nature to play well with cross-functional teams and prepare with your sales counterparts to tailor your approach for every engagement
• Proactive and self-directed in building and maintaining infrastructure, finding answers, and pushing opportunities forward even when it gets hard
• Passionate about the national security mission and motivated by the opportunity to make a real impact, solving real problems for people in mission-critical roles

*Please note that this is an evergreen posting for current and future USSOCOM Account Executive opportunities at Defense Unicorns. We will reach out to highly qualified candidates as openings arise. 

Role Description:

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

You will own the acquisition of new Mission Heroes (what we call our customers) from early qualification through proposal, driving win strategies, forming key partnerships, 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.

Responsibilities: 

• Drive new Mission Hero acquisition across the USSOCOM ecosystem, ensuring alignment with Defense Unicorn’s 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.
• 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 USSOCOM opportunities identified and advanced
• Maturity of pipeline supporting growth goals

• Development and execution of capture strategies, including capture plans, customer shaping, and teaming
• Achievement of annual bookings target
• Contribution to overall proposal win rate and contract awards
• Success in building lasting relationships that lead to competitive advantage

Travel Expectations/Requirements: 20%-30%

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.

Preferred Experience and Qualifications:

• Proven ability to win complex technical pursuits through the full capture lifecycle.
• Working knowledge of USSOCOM  acquisition processes (e.g., FAR-based contracts, OTAs, SBIR, IDIQ).
• Excellent communication, strategic thinking, and leadership skills across technical and executive audiences.
• Experience coordinating multi-disciplinary teams to deliver successful proposals.
• Familiarity with software factory environments, DevSecOps, cybersecurity, or tactical edge deployments is a strong plus.
• Deep USSOCOM operational experience.
  
  
  This position offers a base salary of $145,000 - $185,000. A substantial component of total compensation is based on highly competitive commission on net new ARR, rewarding exceptional performance.