Business Development Representative - Autonomous Systems

Remote; San Francisco (CA); Remote; USD 120,000 - 140,000; Full time

Benefits offered by this job

Health Insurance

Health Savings Account

Life Insurance

Disability Insurance

401k Retirement Plan

Company Stock Options

Home Office Budget

Flexible Time Off

Job summary

Defense Unicorns is seeking a proactive Business Development Rep to identify opportunities, cultivate partnerships, and manage relationships across the ecosystem. You will translate market insights into revenue strategies and serve as a bridge between customers and our capabilities.

The role emphasizes negotiation, cross-functional collaboration, and data-driven planning to drive defense software delivery. Remote-friendly in the USA, compensation reflects national benchmarking.

Qualifications

• Deep Autonomous and Unmanned Systems experience.
• Established credibility in domain-specific technology or DoD-related business development.
• Proven success in building and nurturing relationships, negotiating deals, and closing sales.
• Exceptional written and verbal communication and presentation skills.
• Strong analytical skills with data-driven decision making.
• Strategic thinker with market and service domain expertise.
• Ability to work independently and in remote team environments.

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 primary contact and tailor capabilities to needs.
• Lead negotiations, prepare proposals, and close deals to drive revenue growth.
• Develop and execute technology-driven strategies aligning with company goals; collaborate with executives.
• Stay updated with industry news, trends, and competitor activities to refine strategies.
• Collaborate with cross-functional teams to enhance products and customer experience.
• Prepare reports on BD activities; track KPIs and use data-driven insights to improve results.

Skills

Autonomous & Unmanned Systems

DoD domain experience

Relationship building

Negotiations & closing deals

Communication skills

Analytical thinking

Strategic thinking

Remote collaboration

Job description

Role Overview:

As a Business Development Rep at Defense Unicorns, you will play a pivotal role in the company's success by identifying, cultivating, and managing new opportunities, partnerships and relationships within the ecosystem. You will leverage your deep understanding of market trends and industries to develop effective strategies for delivering mission capabilities. This position requires a strategic thinker and excellent communicator.

Key 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.

• Lead negotiations, prepare proposals, and close deals with clients to drive revenue growth. Negotiate terms and conditions that are mutually beneficial for both the company and the client.

• 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.

• 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.

Preferred Experience and Qualifications:

• Deep Autonomous and Unmanned Systems experience

• 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

• Demonstrated success in building and nurturing relationships, negotiating deals, and closing sales

• 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

Full compensation packages are based on candidate experience. Compensation ranges are established using national benchmarking data and apply across all geographic locations within the United States.

Remote - USA

$120,000 - $140,000USD

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.

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