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Salary: USD 145,000 - 185,000 / annual
Defense Unicorns is seeking mission-driven Account Executives to lead full-lifecycle capture efforts across the US Air Force. You will own new customer acquisition from early qualification through proposal, driving win strategies, forming key partnerships, and aligning technical solutions to mission outcomes. This role directly influences the company's pipeline, revenue targets, and national security impact.
Key responsibilities include: driving new customer acquisition across the USAF ecosystem; developing and executing capture plans and win strategies; engaging early with government stakeholders, primes, and ecosystem partners to shape opportunities ahead of solicitation; understanding customer pain points, acquisition timelines, and funding paths across DoD branches; identifying and leading teaming arrangements that enhance technical capabilities or competitive positioning; translating technical capabilities (Unicorn Delivery Service, cATO acceleration, edge deployments) into persuasive win themes; supporting RFI/RFP responses with market intelligence and pricing strategy; preparing regular reports on business development activities and KPIs; and representing the company at industry and government events.
You will be measured by: number and quality of qualified USAF opportunities identified and advanced; pipeline maturity supporting growth goals; development and execution of capture strategies; achievement of annual bookings targets; contribution to proposal win rate and contract awards; and success in building lasting relationships that create competitive advantage.
Travel expectations are 20-30%. Preferred qualifications include proven ability to win complex technical pursuits through full capture lifecycle; working knowledge of USAF acquisition processes (FAR-based contracts, OTAs, SBIR, IDIQ); excellent communication and strategic thinking skills across technical and executive audiences; experience coordinating multi-disciplinary teams on proposals; familiarity with software factory environments, DevSecOps, cybersecurity, or tactical edge deployments; and deep USAF operational experience.
