Account Executive - Air Force - Remote

Please note This is an evergreen posting for current and future Air Force 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 US Air Force. In this 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 government needs.

You will own the acquisition of new Mission Heroes from early qualification through proposal, driving win strategies, forming key partnerships, and aligning technical solutions to mission outcomes. This role directly influences the company’s pipeline, revenue targets, and national security impact.

• Drive new Mission Hero acquisition across the USAF ecosystem, aligning 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 KPIs, and analyze strategy effectiveness to improve 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 and teaming
• Achievement of annual bookings target
• Contribution to proposal win rate and contract awards
• Ability to build lasting relationships that lead to competitive advantage

The listed responsibilities are not exhaustive and additional duties may be assigned based on evolving needs. We seek a dynamic individual who can adapt and take on new responsibilities as they arise.

• 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, Dev Sec Ops , cybersecurity, or tactical edge deployments is a strong plus.
• Deep USAF operational experience.
• This position offers a base salary of $145,000 - $185,000 with a substantial component of total compensation based on highly competitive commissions on net new ARR.

Defense Unicorns delivers mission value by streamlining software delivery so customers can focus on critical challenges. We pursue a vision of freedom and security for progress and innovation. Our team comprises innovators, software engineers, and veterans with decades of federal program delivery experience.

We create and deliver secure solutions for continuous software integration and delivery, consolidating 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 a robust ecosystem of secure, cloud-native software solutions for federal and commercial customers.

We support mission-focused leaders across public and private sectors, including defense and civil agencies across the U.S. government, collaborating with leading-edge software solution providers to deliver mission…