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Salary: USD 145,000 - 185,000 / annual
Defense Unicorns is seeking a mission-driven Account Executive to lead full-lifecycle capture efforts across the Defense Industrial Base (DIB). You will own new customer acquisition from early qualification through proposal, driving win strategies, forming key partnerships, and aligning technical solutions to mission outcomes.
Key responsibilities include: identifying and advancing qualified DIB opportunities; developing and executing capture plans and win strategies; engaging early with government stakeholders, primes, and ecosystem partners to shape opportunities before formal solicitation; understanding customer pain points, acquisition timelines, and funding paths across DoD branches; identifying and leading teaming arrangements that enhance technical 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 SWOT analysis; tracking KPIs and business development activities; and representing the company at industry and government events.
You will be measured on: number and quality of qualified opportunities identified; pipeline maturity supporting growth goals; capture strategy development and execution; annual bookings targets; proposal win rate and contract awards; and relationship-building that creates competitive advantage.
Travel expectations: 20-30%. The role requires proven ability to win complex technical pursuits, working knowledge of acquisition processes (FAR-based contracts, OTAs, SBIR, IDIQ), excellent communication and strategic thinking across technical and executive audiences, experience coordinating multi-disciplinary teams, and familiarity with software factory environments, DevSecOps, cybersecurity, or tactical edge deployments. Deep DIB experience is preferred.
