[Remote] Account Executive - Navy
Note: The job is a remote job and is open to candidates in USA. Defense Unicorns is seeking mission-driven Account Executives to spearhead full-lifecycle capture and business development efforts across the Navy and Marine Corps ecosystem. In this high-impact role, you will shape and lead strategic pursuits that align Defense Unicorns' unique strengths with emerging government needs.
Responsibilities
- Drive new Mission Hero acquisition across the Navy and Marine Corps ecosystem, ensuring alignment with Defense Unicorns' 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 the DoD, with emphasis on Navy and Marine Corps mission environments
- Identify and lead teaming arrangements that enhance technical capabilities, socio-economic positioning, or incumbent advantage
- Translate technical capabilities such as Unified Defense Stack (UDS), cATO acceleration, software delivery, DevSecOps, cybersecurity, tactical edge enablement, and edge deployments into persuasive win themes
- Support RFI/RFP responses with market intelligence, SWOT analysis, and pricing strategy input
- Maintain strong CRM discipline and pipeline hygiene, using data-driven insights to prioritize accounts, refine strategies, and improve forecasting
- Represent the company at industry and government events to raise visibility, build relationships, and gather market intelligence
Skills
- 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
- 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
Benefits
- Medical/Dental/Vision
- Premiums are 100% Company Paid
- Health Savings Account
- Life Insurance
- Disability Insurance
- 401k Retirement Plan
- Company Stock Options
- Home Office Budget
- We offer all full-time Unicorns Flexible Time Off (FTO) plus all Federal Holidays, one week for Thanksgiving, and two weeks for Christmas and New Year’s
- Paid Parental Leave
- Reimbursement for approved trainings/subscriptions
- Conferences (travel, lodging, and fees)
Company Overview