Account Executive — Autonomous Systems (ComS056)

The posting, as Defense Unicorns wrote it

Account Executive — Autonomous Systems

Role Overview

Defense Unicorns is seeking an Account Executive to own and grow business across the autonomous systems and federal technology market.

This role will work with autonomous drone manufacturers, satellite and aerospace companies, Federal Systems Integrators, defense technology companies, and commercial organizations seeking to bring their products into the federal market.

The Account Executive will identify and develop strategic opportunities where Defense Unicorns can help customers build, deploy, secure, and operate modern software across mission systems and highly distributed environments. This includes platforms such as unmanned systems, satellites, weapons systems, tactical edge environments, and the infrastructure that supports them.

Working in close partnership with a Solutions Architect, the Account Executive will lead customer engagement from initial opportunity identification through technical discovery, solution development, commercial strategy, and close.

The ideal candidate understands that selling into this market rarely follows a traditional enterprise software motion. Success requires building relationships across engineering organizations, program leadership, business development teams, government stakeholders, systems integrators, and technology partners while understanding how Defense Unicorns can become part of a larger platform or program.

Key Responsibilities

• Own pipeline creation, account strategy, opportunity development, and revenue across the autonomous systems and federal markets territory.
• Develop relationships with autonomous drone manufacturers, aerospace and satellite companies, Federal Systems Integrators, defense technology companies, and commercial companies entering the federal market.
• Identify programs, platforms, and customer initiatives where cloud-native software, secure software delivery, data transport, and edge computing capabilities can create strategic value.
• Work closely with the paired Solutions Architect to lead customer discovery and understand mission requirements, platform architectures, technical constraints, acquisition strategies, and business objectives.
• Build and execute account plans for strategic customers, partners, platforms, and programs.
• Develop opportunities from early technical conversations through evaluation, contracting, deployment, expansion, and long-term partnership.
• Navigate complex opportunities involving multiple stakeholders, including engineering teams, program leadership, executives, government customers, acquisition organizations, and industry partners.
• Build relationships with Federal Systems Integrators and prime contractors to identify where Defense Unicorns can become part of larger program architectures and customer solutions.
• Work with commercial technology companies to develop strategies for bringing their capabilities into federal and defense environments.
• Identify opportun

[…]
oudly 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.

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