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Salary: USD 145,000 - 185,000 / annual
Defense Unicorns is seeking mission-driven Account Executives to lead full-lifecycle capture and business development efforts across the Army and USASOC ecosystem. You will own the acquisition of new customers from early qualification through proposal, driving win strategies, forming key partnerships, maintaining pipeline discipline, and aligning technical solutions to mission outcomes.
The role focuses on Defense Unicorns' core strengths: secure software delivery, DevSecOps, tactical edge enablement, and cybersecurity. You will engage early with government stakeholders, primes, and ecosystem partners to shape opportunities ahead of solicitation. Key responsibilities include developing and executing capture plans and win strategies, understanding customer pain points and acquisition timelines across DoD branches, identifying and leading teaming arrangements, and translating technical capabilities into persuasive win themes.
You will support RFI/RFP responses with market intelligence, SWOT analysis, and pricing strategy input. Regular reporting on business development activities, KPI tracking, and data-driven strategy refinement are essential. You will represent the company at industry and government events to raise visibility and gather market intelligence.
Success is measured by the number and quality of qualified Army and USASOC opportunities identified and advanced, achievement of annual bookings targets, execution of capture strategies including customer shaping and teaming, and CRM discipline with consistent pipeline accuracy.
Required qualifications include background in Army operations, USASOC operations, or Army aviation; startup or high-growth technology company experience; working knowledge of Army acquisition processes (FAR-based contracts, OTAs, SBIR, IDIQs); familiarity with software factory environments, DevSecOps, cybersecurity, and tactical edge deployments; ability to translate technical capabilities into mission-aligned value propositions; active security clearance; and existing relationships across Army, USASOC, primes, or defense technology ecosystems.
Travel expectations: 30-45% annually.
