Account Executive - Army

Please note
: this is an evergreen posting for future Army Account Executive opportunities at Defense Unicorns. We will reach out to highly qualified candidates as openings arise.
Role Description

Defense Unicorns is seeking mission-driven Account Executives to spearhead full-lifecycle capture efforts across the Army ecosystem. In this high-impact role, you will shape and lead strategic pursuits that align Defense Unicorns’ strengths—secure software delivery, Dev Sec Ops , tactical edge enablement, and cybersecurity—with emerging government needs.

You will own the acquisition of new Mission Heroes (our customers) from early qualification through proposal, driving win strategies, forming key partnerships, and aligning technical solutions to mission outcomes. This pivotal role supports the company's growth, pipeline, and national security impact.

• Drive new Mission Hero acquisition across the Army ecosystem, aligned with Defense Unicorns’ 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 DoD branches.
• 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 KPIs, and 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 Army 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.

Preferred Experience and Qualifications

• Proven ability to win complex technical pursuits through the full capture lifecycle.
• Working knowledge of Army 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, Dev Sec Ops , cybersecurity, or tactical edge deployments is a strong plus.

We create and deliver secure solutions for continuous software integration and delivery. Defense Unicorns consolidates best practices for security pipelines, testing, and deployment automation to meet high security requirements valued by mission owners. Our solutions are designed to be agnostic, fostering an ecosystem of secure, cloud-native software solutions for enterprise customers inside and outside the federal market.

Defense Unicorns’ customers are mission-focused leaders across public and private sectors. We support defense and civil agencies across the U.S. government and collaborate with creators of leading-edge software solutions to deliver value to the mission-owner by improving security and consumability of commercial software products.

• Health: premiums are company-paid; health reimbursement account; life and disability insurance
• 401k retirement plan; company stock options; home office budget
• Leave: unlimited PTO with government holidays observed
• Learning: reimbursement for approved trainings and subscriptions; conference attendance

Defense Unicorns is an equal opportunity employer. We encourage applicants from all backgrounds to apply. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, age, disability, or any other protected status.