Defense Unicorns - Account Executive - Air Force
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Requirements
• Proven experience in driving acquisition across government ecosystems with a focus on the DoD. • Experience developing and executing capture plans for securing new business within defense contracting environments. • Familiarity with engaging early with stakeholders, primes, and partners to shape opportunities ahead of solicitation in federal acquisition processes. • Understanding customer pain points specific to the DoD's needs regarding timelines and funding paths for government projects. • Experience identifying teaming arrangements that enhance technical capabilities or provide socio-economic positioning within defense contract markets. • Ability to translate specialized services into persuasive win themes tailored for the DoD marketplace, such as Unicorn Delivery Service (UDS), cATO acceleration, and edge deployments. • Experience supporting RFI/RFP responses with comprehensive input including SWOT analysis, pricing strategy, and leveraging data analytics to refine approaches based on performance metrics within defense contracting environments. • Previous experience representing a company at industry events for the purpose of raising visibility in federal acquisition markets or similar settings relevant to government procurement processes.
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. • Preferred Experience and 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.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. • 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.
Benefits
• Health: • Medical/Dental/Vision • Premiums are 100% Company Paid • Health Reimbursement Account • Disability Insurance • Financial: • 401k Retirement Plan • Company Stock Options • Leave: • Unlimited paid time off, with a mandatory 10 days off on top of 11 federal government holidays, week of Thanksgiving, last two weeks of December (including New Year’s Day) • Paid Parental Leave • Learning: • Reimbursement for approved trainings/subscriptions • Conferences (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.
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