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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 Intelligence Community. 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: driving new customer acquisition across the Intelligence Community aligned with strategic growth objectives; developing and executing capture plans, win strategies, and competitive positioning; 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 national security agencies; 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, SWOT analysis, 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 Intelligence Community opportunities identified and advanced; pipeline maturity supporting growth goals; development and execution of capture strategies including capture plans and customer shaping; 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: 20-30%. Defense Unicorns delivers mission value by streamlining software delivery for government customers, focusing on secure software integration, DevSecOps, cybersecurity, and tactical edge enablement. The team includes innovators, software engineers, and veterans with decades of federal technology program experience.
