Account Executive - Cyber Operations

About the role

Defense Unicorns is seeking mission-driven Account Executives to spearhead full-lifecycle capture efforts across the Cyber national security enterprise. This role directly influences the company’s pipeline, revenue targets, and national security impact.

Responsibilities

• Drive new Mission Hero acquisition across the Cyber 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.

You are measured by

• Number and quality of qualified Cyber opportunities identified and advanced
• Maturity of pipeline supporting growth goals
• Development and execution of capture strategies, including capture plans, customer shaping, and teaming
• Achievement of annual bookings target
• Contribution to overall proposal win rate and contract awards
• Success in building lasting relationships that lead to competitive advantage

Travel Expectations/Requirements

20%-30%

Preferred Experience and Qualifications

• Proven ability to win complex technical pursuits through the full capture lifecycle.
• Working knowledge of Cyber 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 Cyber operational experience.

Pay

The listed position offers a base salary of $145,000 - $185,000. A substantial component of total compensation is based on highly competitive commission on net new ARR, rewarding exceptional performance.

Schedule

N/A

Who We Are

We deliver mission value by streamlining software delivery so our customers can focus on the most important challenges. Our team is composed of innovators, software engineers, and veterans with decades of experience delivering technology programs across the federal market.

Who We Serve

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.

Benefits

• Health: 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)

Equal Opportunity Employer

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.