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Defense Unicorns is hiring an Account Executive to own and grow business across the autonomous systems and federal technology market. You will identify and develop strategic opportunities where Defense Unicorns can help customers build, deploy, secure, and operate modern software across mission systems and highly distributed environments—including unmanned systems, satellites, weapons systems, tactical edge environments, and supporting infrastructure.
You will work with autonomous drone manufacturers, satellite and aerospace companies, Federal Systems Integrators, defense technology companies, and commercial organizations seeking to enter the federal market. Operating in close partnership with a Solutions Architect, you will lead customer engagement from initial opportunity identification through technical discovery, solution development, commercial strategy, and close.
Key responsibilities include owning pipeline creation and revenue across your territory; developing relationships with key customer segments; identifying programs and platforms where cloud-native software, secure software delivery, data transport, and edge computing create strategic value; leading customer discovery to understand mission requirements, platform architectures, technical constraints, and acquisition strategies; building and executing account plans for strategic customers and partners; navigating complex opportunities involving multiple stakeholders; building relationships with Federal Systems Integrators and prime contractors; developing strategies for commercial technology companies entering federal environments; identifying opportunities for technology incorporation during design phases and modernization efforts; coordinating internal resources across Solutions Architecture, Engineering, Product, Marketing, Contracts, and leadership; developing compelling business cases connecting capabilities to customer mission outcomes; maintaining disciplined pipeline management; negotiating commercial agreements; representing the company at industry events and customer meetings; and capturing market feedback to influence product strategy.
The Account Executive owns the business opportunity—identifying the right organizations and programs, developing relationships, understanding the buying environment, building opportunity strategy, creating commercial alignment, and driving to close. The paired Solutions Architect owns the technical solution. Together, you should be capable of engaging customers early—sometimes before formal requirements exist—and helping shape both technical architecture and business paths.
Success means building a portfolio of strategic relationships and opportunities across companies designing the next generation of autonomous and mission systems. You understand that selling into this market rarely follows traditional enterprise software motions and requires building relationships across engineering organizations, program leadership, business development teams, government stakeholders, systems integrators, and technology partners.
