Defense Unicorns - Account Executive - Navy
Requirements
• Proven ability to win complex technical pursuits through the full capture lifecycle. • Experience selling into, supporting, or working with Navy and/or Marine Corps mission environments. • Strong understanding of DoD business development, capture, and acquisition processes, including customer shaping, opportunity qualification, teaming, and proposal support. • Ability to ramp quickly, operate independently, and manage ambiguity in a fast-moving environment. • Strong CRM discipline and comfort using pipeline data to prioritize accounts, forecast opportunities, and maintain pipeline hygiene. • Excellent communication, strategic thinking, and leadership skills across technical, executive, government, and partner audiences. • Experience coordinating multi-disciplinary teams to deliver successful proposals. • Eligibility to obtain a U.S. security clearance. • Preferred Experience and Qualifications: • Background in surface warfare, fleet operations, or air domain mission areas. • Startup or high-growth technology company experience. • Working knowledge of Navy 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 Navy, Marine Corps, primes, or relevant defense technology ecosystems.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.
Responsibilities
• Drive new Mission Hero acquisition across the Navy 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 Navy 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 Navy 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.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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