Account Executive - Navy (FedS053)

About this role

<h1><strong>EMPLOYER IS A CONTRACTOR FOR THE U.S. GOVERNMENT. THIS POSITION REQUIRES U.S. CITIZENSHIP.</strong></h1> <h1><strong>Role Description:</strong></h1> <div class="_chunkWrapper_6ta1u_30"> <p class="font-claude-response-body break-words whitespace-normal">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, including secure software delivery, DevSecOps, tactical edge enablement, and cybersecurity, with emerging government needs.</p> <p class="font-claude-response-body break-words whitespace-normal">You will own the acquisition of new Mission Heroes (our customers) from early qualification through proposal. This includes driving win strategies, forming key partnerships, maintaining disciplined pipeline hygiene, 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.</p> </div> <h1><strong>Responsibilities: </strong></h1> <ul> <li class="font-claude-response-body whitespace-normal break-words pl-2">Drive new Mission Hero acquisition across the Navy and Marine Corps ecosystem, ensuring alignment with Defense Unicorns' strategic growth objectives and solution capabilities.</li> <li class="font-claude-response-body whitespace-normal break-words pl-2">Develop and execute capture plans, win strategies, and competitive positioning to secure new business.</li> <li class="font-claude-response-body whitespace-normal break-words pl-2">Engage early with government stakeholders, primes, and ecosystem partners to shape opportunities ahead of solicitation.</li> <li class="font-claude-response-body whitespace-normal break-words pl-2">Understand customer pain points, acquisition timelines, and funding paths across the DoD, with emphasis on Navy and Marine Corps mission environments.</li> <li class="font-claude-response-body whitespace-normal break-words pl-2">Identify and lead teaming arrangements that enhance technical capabilities, socio-economic positioning, or incumbent advantage.</li> <li class="font-claude-response-body whitespace-normal break-words pl-2">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.</li> <li class="font-claude-response-body whitespace-normal break-words pl-2">Support RFI/RFP responses with market intelligence, SWOT analysis, and pricing strategy input.</li> <li class="font-claude-response-body whitespace-normal break-words pl-2">Maintain strong CRM discipline and pipeline hygiene, using data-driven insights to prioritize accounts, refine strategies, and improve forecasting.</li> <li class="font-claude-response-body whitespace-normal break-words pl-2">Represent the company at industry and government events to raise visibility, build relationships, and gather market intelligence.</li> </ul> <p><strong>You are measured by:</strong></p> <ul> <li class="font-claude-response-body whitespace-normal break-words pl-2">Number and quality of qualified Navy and Marine Corps opportunities identified and advanced.</li> <li class="font-claude-response-body whitespace-normal break-words pl-2">Achievement of annual bookings target and contribution to overall proposal win rate.</li> <li class="font-claude-response-body whitespace-normal break-words pl-2">Development and execution of capture strategies, including capture plans, customer shaping, and teaming.</li> <li class="font-claude-response-body whitespace-normal break-words pl-2">CRM discipline, pipeline accuracy, and consistent use of data to inform account and opportunity strategy.</li> </ul> <p><strong>Travel Expectations/Requirements: 30%-45%</strong></p> <p> </p> <p><strong>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.</strong></p> <h1><strong>Required Experience and Qualifications:</strong></h1> <ul> <li class="font-claude-response-body whitespace-normal break-words pl-2">Proven ability to win complex technical pursuits through the full capture lifecycle.</li> <li class="font-claude-response-body whitespace-normal break-words pl-2">Experience selling into, supporting, or working with Navy and/or Marine Corps mission environments.</li> <li class="font-claude-response-body whitespace-normal break-words pl-2">Strong understanding of DoD business development, capture, and acquisition processes, including customer shaping, opportunity qualification, teaming, and proposal support.</li> <li class="font-claude-response-body whitespace-normal break-words pl-2">Ability to ramp quickly, operate independently, and manage ambiguity in a fast-moving environment.</li> <li class="font-claude-response-body whitespace-normal break-words pl-2">Strong CRM discipline and comfort using pipeline data to prioritize accounts, forecast…