[Hiring] Account Executive @Defense Unicorns

Role Description

Defense Unicorns is seeking mission-driven Account Executives to spearhead full-lifecycle capture efforts across the US Air Force. 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 USAF 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 USAF 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%

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.

Qualifications

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

Benefits

• This 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.