Commercial Account Executive

Summary

Join Defense Unicorns as a Commercial Account Executive and play a pivotal role in driving company success. You will identify, cultivate, and manage new B2B opportunities and partnerships, leveraging your market understanding to develop effective strategies. This strategic role demands excellent communication and proven sales success. Responsibilities include market research, relationship building, strategy development, and exceeding sales targets. You will collaborate with cross-functional teams and prepare regular reports on business development activities. The position requires 20-30% travel. Defense Unicorns offers a competitive salary and a comprehensive benefits package.

Responsibilities

• Research and analyze market trends and identify opportunities for Defense Unicorns’ capabilities to deliver mission value
• Cultivate strong relationships with partners, and stakeholders. Act as a primary point of contact, understanding mission needs and tailoring our capabilities to meet those needs effectively
• Develop and execute comprehensive technology driven strategies that align with the company's goals and objectives. Collaborate with the executive team to ensure seamless integration with overall company strategy
• Stay updated with industry news, market trends, and competitor activities. Use this knowledge to make informed decisions and refine technology driven strategies
• Work closely with cross-functional teams to ensure a cohesive approach to business development initiatives. Collaborate to enhance product offerings and customer experience
• Meet or exceed sales targets and quotas by targeting and engaging potential customers and existing partners
• Establish and maintain customer and partner relationships for the purpose of generating maximum revenue from those accounts
• Create proposals, pitches, and other materials in support of broader Commercial goals and objectives
• Execute deal capture from Marketing Qualified Lead (MQL) through deal closure
• Ability to originate deals through direct business development actions
• 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
• Understand Federal Government (Department of Defense, Intelligence Community, Federal Civilian Agencies, etc.) software initiatives and industry-specific trends and landscapes to bring new insights and solutions to the market

Preferred Qualifications

• Direct experience in selling to large and mid-size defense industry companies (OEMs, Systems Integrators, Tier1/2 hardware and software providers)
• B2B sales experience in transacting complex, SaaS deals (Department of Defense, Defense Prime Contractor, SI, etc. experience is a plus)
• Demonstrated expertise and established credibility in domain-specific technology, strategic planning, business development, or a related role within the tech industry or Department of Defense
• Exceptional communication and presentation skills, both written and verbal
• Strong analytical skills and ability to translate data into actionable insights
• Strategic thinker with a deep understanding of market trends, industries, and service domain expertise
• Ability to work independently and collaboratively in a remote team environment
• Results-driven mindset with a focus on achieving and exceeding targets

Benefits

• Medical/Dental/Vision
• Premiums are 100% Company Paid
• Health Reimbursement Account
• Life Insurance
• Disability Insurance
• 401k Retirement Plan
• Company Stock Options
• Home Office Budget
• Unlimited paid time off, with a mandatory 10 days off on top of 11 federal government holidays, week of Thanksgiving, last two weeks of December (including New Year’s Day)
• Paid Parental Leave
• Reimbursement for approved trainings/subscriptions
• Conferences (travel, lodging, and fees)