Account Executive - Commercial (ComS114)

(Total on-target earnings of $290,000 to $370,000) Role : Defense Unicorns is seeking a mission-driven Account Executive to spearhead full-lifecycle capture efforts across the Defense Industrial Base. In this high-impact role, you will shape and lead strategic pursuits that align Defense Unicorns’ unique strengths—secure software delivery, DevSecOps, tactical edge enablement, and cybersecurity—with emerging government needs. You will own the acquisition of new Mission Heroes (what we call our customers) from early qualification through proposal, driving win strategies, forming key partnerships, and aligning technical solutions to mission outcomes. This is a pivotal role within our growth team that directly influences the company’s pipeline, revenue targets, and national security impact. Responsibilities Drive new Mission Hero acquisition across the DIB ecosystem, ensuring alignment with Defense Unicorn’s strategic growth objectives and solution capabilities.Develop and execute capture plans, win strategies, and competitive positioning to secure new .Engage early with government stakeholders, primes, and ecosystem partners to shape opportunities ahead of solicitation.Understand customer pain points, acquisition timelines, and funding paths across multiple branches of the DoD.Identify and lead teaming arrangements that enhance technical capabilities, socio-economic positioning, or incumbent advantage.Translate technical capabilities—such as the Unicorn Delivery Service (UDS), cATO acceleration, and edge deployments—into persuasive win themes.Support RFI/RFP responses with market intelligence, SWOT analysis, and pricing strategy input.Prepare regular reports on development activities, track key performance indicators (KPIs), and analyze the effectiveness of various strategies. Use data-driven insights to refine approaches and achieve better results.Represent the company at industry and government events to raise visibility and gather market intelligence. You are measured by: Number and quality of qualified DIB opportunities identified and advancedMaturity of pipeline supporting growth goalsDevelopment and execution of capture strategies, including capture plans, customer shaping, and teamingAchievement of annual bookings targetContribution to overall proposal win rate and contract awardsSuccess in building lasting relationships that lead to competitive advantage Travel Expectations/Requirements: 20%-30% The listed responsibilities are not exhaustive and additional responsibilities may be assigned based on the evolving needs of the organization. We are seeking a dynamic individual who is able to adapt and take on new responsibilities as they arise. Preferred Experience and Qualifications Proven ability to win complex technical pursuits through the full capture lifecycle.Working knowledge of acquisition processes (e.g., FAR-based contracts, OTAs, SBIR, IDIQ).Excellent communication, strategic thinking, and leadership skills across technical and executive audiences.Experience coordinating multi-disciplinary teams to deliver successful proposals.Familiarity with software factory environments, DevSecOps, cybersecurity, or tactical edge deployments is a strong plus.Deep DIB experience. Who We Are Defense Unicorns delivers mission value by streamlining software delivery so our customers can focus on the most important challenges. We a vision of freedom and security for the advancement of progress and innovation. Our commitment to this vision, and to our mission-driven customers, means a commitment to speed, user experience and optionality, without compromising security. Our team is composed of innovators, software engineers, and veterans with decades of experience delivering technology programs across the federal market. What We Do We create and deliver secure solutions for continuous software integration and delivery. Defense Unicorns consolidates the best practices for security pipelines, testing, and deployment automation in order to meet the high security requirements valued by mission owners. Our solutions are agnostic by design and we believe that growing a robust ecosystem of secure, cloud-native software solutions can help enterprise customers inside and outside the federal market buy and integrate software more easily. Who We Serve Defense Unicorns’ customers are mission-focused leaders across public and private enterprises. We proudly support defense and civil agencies across the U.S. government and we work closely with the creators of leading-edge software solutions to deliver value to the mission-owner by improving the security and consumability of commercial software products. What We Work On KubernetesCloud Environments (AWS/GCP and Azure)Infrastructure-as-code (like Terraform/Pulumi)Continuous Delivery and automation toolingGitOpsContainersCNCF projects and open source products and packagesHelm/Kustomize-Value Stream MappingBuilding and improving security deliveryBuilding Kubernetes and cloud native applications Benefits Our Unicorns Enjoy Health: Medical/Dental/VisionPremiums are 100% Company PaidHealth Savings AccountLife InsuranceDisability Insurance Financial: 401k Retirement PlanCompany Stock OptionsHome Office Budget Leave: We offer all full-time Unicorns Flexible Time Off (FTO) plus all Federal Holidays, one week for Thanksgiving, and two weeks for Christmas and New Year’sPaid Parental Leave Learning: Reimbursement for approved trainings/subscriptionsConferences (travel, lodging, and fees) Don’t have all the preferred experience or qualifications Studies show that underrepresented groups like women and people of color are less likely to apply to jobs if they don't meet every requirement listed. At Defense Unicorns, we're committed to diversity. If you're enthusiastic about the role but don't match every criteria, we encourage you to apply. You could be the perfect fit for this or another role! Defense Unicorns is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, disability, sex, sexual orientation, gender identity or expression, age, national origin, veteran status, genetic information, union status and/or beliefs, or any other characteristic protected by federal, state, or local law. CCPA DISCLOSURE Skills: Sales