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About the Role

Defense Unicorns is seeking an Account Executive to own and grow business across the autonomous systems and federal technology market. This role will work with autonomous drone manufacturers, satellite and aerospace companies, Federal Systems Integrators, defense technology companies, and commercial organizations seeking to bring their products into the federal market. The Account Executive will identify and develop strategic opportunities where Defense Unicorns can help customers build, deploy, secure, and operate modern software across mission systems and highly distributed environments.

Responsibilities

Own pipeline creation, account strategy, opportunity development, and revenue across the autonomous systems and federal markets territory.
Develop relationships with autonomous drone manufacturers, aerospace and satellite companies, Federal Systems Integrators, defense technology companies, and commercial companies entering the federal market.
Identify programs, platforms, and customer initiatives where cloud-native software, secure software delivery, data transport, and edge computing capabilities can create strategic value.
Work closely with the paired Solutions Architect to lead customer discovery and understand mission requirements, platform architectures, technical constraints, acquisition strategies, and business objectives.
Build and execute account plans for strategic customers, partners, platforms, and programs.
Develop opportunities from early technical conversations through evaluation, contracting, deployment, expansion, and long-term partnership.
Navigate complex opportunities involving multiple stakeholders, including engineering teams, program leadership, executives, government customers, acquisition organizations, and industry partners.
Build relationships with Federal Systems Integrators and prime contractors to identify where Defense Unicorns can become part of larger program architectures and customer solutions.
Work with commercial technology companies to develop strategies for bringing their capabilities into federal and defense environments.
Identify opportunities for Defense Unicorns technology to be incorporated into new platforms during the design phase as well as existing platforms undergoing software modernization.
Coordinate internal resources across Solutions Architecture, Engineering, Product, Marketing, Contracts, and company leadership to advance strategic opportunities.
Develop compelling business cases and value propositions that connect Defense Unicorns capabilities to customer mission outcomes.
Maintain a disciplined understanding of pipeline, opportunity stage, next actions, decision criteria, stakeholders, competitive position, and forecast.
Negotiate commercial agreements and drive opportunities through procurement and contracting processes.
Represent Defense Unicorns at industry events, customer meetings, partner engagements, technical demonstrations, and other market-facing activities.
Capture market feedback and recurring customer needs to help influence product strategy, partnerships, and go-to-market priorities.

Requirements

Demonstrated success selling complex technology solutions into federal, defense, aerospace, autonomous systems, or similarly complex markets.
Experience developing and closing opportunities involving multiple technical, business, and government stakeholders.
Strong understanding of the federal technology ecosystem, including government customers, Federal Systems Integrators, prime contractors, OEMs, and technology vendors.
Experience building new markets or territories rather than exclusively managing established accounts.
Ability to develop opportunities before a formal procurement or RFP exists.
Experience navigating long, complex sales cycles involving partnerships, technical evaluations, contracting, and program-level decisions.
Ability to understand technical concepts sufficiently to engage credibly with engineering and architecture teams.
Familiarity with cloud-native software, DevSecOps, Kubernetes, edge computing, software delivery, data infrastructure, or adjacent technologies is highly desirable.
Experience working with autonomous systems, drones, aerospace, satellites, robotics, weapons systems, or other software-defined platforms is highly desirable.
Strong executive communication, relationship-building, negotiation, and account-planning skills.
Ability to operate effectively in an ambiguous and rapidly evolving market where customers, technologies, programs, and acquisition strategies are still taking shape.

Skills

Autonomous Systems
Federal Technology Market
Cloud-native software
Secure software delivery
Data transport
Edge computing
DevSecOps
Kubernetes
Software delivery
Data infrastructure
Autonomous systems
Drones
Aerospace
Satellites
Robotics
Weapons systems
Software-defined platforms
Executive communication
Relationship-building
Negotiation
Account planning

Location

Remote

Work Type

Full-time

Experience Level

Enterprise Account Executive
Strategic Account Executive
Federal Account Executive
Defense Technology Business Development Executive
Capture Manager
Sales leader serving defense, aerospace, autonomous systems, or emerging technology markets

Salary/Compensations

$145,000 – $185,000 base salary
Total on-target earnings of $290k to $370k

Benefits

Medical/Dental/Vision
Premiums are 100% Company Paid
Health Savings Account
Life Insurance
Disability Insurance
401k Retirement Plan
Company Stock Options
Home Office Budget
Flexible Time Off (FTO)
All Federal Holidays
One week for Thanksgiving
Two weeks for Christmas and New Year’s
Paid Parental Leave
Reimbursement for approved trainings/subscriptions
Conferences (travel, lodging, and fees)

About the Company

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.
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.
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.

Equal Opportunity

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.