Account Executive - Army

Defense Unicorns is seeking mission-driven Account Executives to spearhead full-lifecycle capture and business development efforts across the Army and USASOC ecosystem. In this high-impact role, you will shape and lead strategic pursuits that align Defense Unicorns' unique strengths—including secure software delivery, DevSecOps, tactical edge enablement, and cybersecurity—with emerging government needs.

About the role

You will own the acquisition of new Mission Heroes (our customers) from early qualification through proposal. This includes driving win strategies, forming key partnerships, maintaining disciplined pipeline hygiene, 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.

Pay

Base salary of $145,000 - $185,000 ($290,000 - $370,000 OTE).

Responsibilities

• Drive new Mission Hero acquisition across the Army and USASOC 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 business.
• 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 business 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.

The listed responsibilities are not exhaustive and additional responsibilities may be assigned based on the evolving needs of the organization.

Requirements

• Background in Army operations, USASOC operations, or Army aviation areas.
• Startup or high-growth technology company experience.
• Working knowledge of Army acquisition processes, including FAR-based contracts, OTAs, SBIR, IDIQs, and other relevant pathways.
• Familiarity with software factory environments, DevSecOps, cybersecurity, tactical edge deployments, secure software delivery, or compute/software infrastructure.
• Experience translating technical capabilities into mission-aligned value propositions and persuasive win themes.
• Active security clearance.
• Existing relationships across Army, USASOC, primes, or relevant defense technology ecosystems.

You Are Measured By

• Number and quality of qualified Army and USASOC opportunities identified and advanced.
• Achievement of annual bookings target and contribution to overall proposal win rate.
• Development and execution of capture strategies, including capture plans, customer shaping, and teaming.
• CRM discipline, pipeline accuracy, and consistent use of data to inform account and opportunity strategy.

Schedule

Travel expectations: 30-45%.

Benefits

Health Benefits

• Medical/Dental/Vision (premiums are 100% company paid).
• Health Savings Account.
• Life Insurance.
• Disability Insurance.

Financial

• 401k Retirement Plan.
• Company Stock Options.
• Home Office Budget.

Leave

• Flexible Time Off (FTO) plus all Federal Holidays, one week for Thanksgiving, and two weeks for Christmas and New Year’s.
• Paid Parental Leave.

Learning

• Reimbursement for approved trainings/subscriptions.
• Conferences (travel, lodging, and fees).

About Us

Defense Unicorns delivers mission value by streamlining software delivery so our customers can focus on the most important challenges. We share 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.

What We Work On

• Kubernetes
• Cloud Environments (AWS/GCP and Azure)
• Infrastructure-as-code (like Terraform/Pulumi)
• Continuous Delivery and automation tooling
• GitOps
• Containers
• CNCF projects and open source products and packages
• Helm/Kustomize
• Value Stream Mapping
• Building and improving security delivery
• Building Kubernetes and cloud native applications

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 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.