客户经理 - 商业领域
Account Executive - Commercial
该职位提供基础薪资145,000至185,000美元。（目标总薪酬290,000至370,000美元）职位描述：
Defense Unicorns 正在寻找一位以使命为导向的客户经理，负责在国防工业基地（DIB）范围内推动全生命周期的捕获工作。在这个高影响力的角色中，你将制定并领导与 Defense Unicorns 独特优势——安全软件交付、DevSecOps、战术边缘支持和网络安全——相契合的战略性项目，以满足不断变化的政府需求。
你将负责从早期资格评估到提案阶段的新客户（我们称之为 Mission Heroes）获取工作，推动获胜策略，建立关键合作伙伴关系，并将技术解决方案与任务成果对齐。这是增长团队中的一个关键角色，直接影响公司的业务管道、营收目标和国家安全影响。
职责：
- 在 DIB 生态系统中推动新 Mission Heroes 的获取，确保与 Defense Unicorn 的战略增长目标和解决方案能力保持一致。
- 制定并执行捕获计划、获胜策略和竞争定位，以获得新业务。
- 与政府利益相关者、主要承包商和生态合作伙伴提前接触，塑造招标前的机会。
- 了解国防部多个部门的客户痛点、采购时间表和资金路径。
- 识别并领导能够增强技术能力、社会经济地位或现有承包商优势的联合合作。
- 将技术能力——如 Unicorn Delivery Service（UDS）、cATO 加速和边缘部署——转化为有说服力的获胜主题。
- 支持 RFI/RFP 回复，提供市场情报、SWOT 分析和定价策略建议。
- 定期准备业务发展活动报告，跟踪关键绩效指标（KPI），分析各种策略的有效性。利用数据驱动的洞察来优化方法并取得更好的结果。
- 在行业和政府活动中代表公司，提高知名度并收集市场情报。
你的表现由以下方面衡量：
- 识别并推进的合格 DIB 机会数量和质量
- 支持增长目标的管道成熟度
- 捕获策略的开发和执行，包括捕获计划、客户塑造和联合合作
- 年度预订目标的达成情况
- 对整体提案获胜率和合同授予的贡献
- 在建立长期合作关系方面的成功
查看英文原文
This position offers a base salary of $145,000 - $185,000. (Total on-target earnings of $290,000 to $370,000)Role Description:
Defense Unicorns is seeking a mission-driven Account Executiveto spearhead full-lifecycle capture efforts across the Defense Industrial Base. In this high-impact role, you will shape and lead strategic pursuits that align Defense Unicorns’ unique strengths—secure software delivery, DevSecOps, tactical edge enablement, and cybersecurity—with emerging government needs.
You will own the acquisition of new Mission Heroes (what we call our customers) from early qualification through proposal, driving win strategies, forming key partnerships, and aligning technical solutions to mission outcomes. This is a pivotal role within our growth team that directly influences the company’s pipeline, revenue targets, and national security impact.
Responsibilities:
- Drive new Mission Hero acquisition across the DIB 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 DIB 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 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 DIB experience.
Who We Are
Defense Unicorns delivers mission value by streamlining software delivery so our customers can focus on the most important challenges. We share a vision of freedom and security for the advancement of progress and innovation. Our commitment to this vision, and to our mission-driven customers, means a commitment to speed, user experience and optionality, without compromising security. Our team is composed of innovators, software engineers, and veterans with decades of experience delivering technology programs across the federal market.
What We Do
We create and deliver secure solutions for continuous software integration and delivery. Defense Unicorns consolidates the best practices for security pipelines, testing, and deployment automation in order to meet the high security requirements valued by mission owners. Our solutions are agnostic by design and we believe that growing a robust ecosystem of secure, cloud-native software solutions can help enterprise customers inside and outside the federal market buy and integrate software more easily.
Who We Serve
Defense Unicorns’ customers are mission-focused leaders across public and private enterprises. We proudly support defense and civil agencies across the U.S. government and we work closely with the creators of leading-edge software solutions to deliver value to the mission-owner by improving the security and consumability of commercial software products.
What We Work On
- Kubernetes
- Cloud Environments (AWS/GCP and Azure)
- Infrastructure-as-code (like Terraform/Pulumi)
- Continuous Delivery and automation tooling
- GitOps
- Containers
- CNCF projects and open source products and packages
- Helm/Kustomize-Value Stream Mapping
- Building and improving security delivery
- Building Kubernetes and cloud native applications
Benefits Our Unicorns Enjoy
Health:
- Medical/Dental/Vision
- Premiums are 100% Company Paid
- Health Savings Account
- Life Insurance
- Disability Insurance
Financial:
- 401k Retirement Plan
- Company Stock Options
- Home Office Budget
Leave:
- 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
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.
At Defense Unicorns, we're committed to diversity. If you're enthusiastic about the role but don't match every criteria, we encourage you to apply. You could be the perfect fit for this or another role! Defense Unicorns is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, disability, sex, sexual orientation, gender identity or expression, age, national origin, veteran status, genetic information, union status and/or beliefs, or any other characteristic protected by federal, state, or local law.
CCPA DISCLOSURE
Originally posted on Himalayas