Director, Commercial Sales

Role Description:

As the Director of Commercial Sales 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 B2B 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, excellent communicator, and demonstrated successful seller.

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.

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:

• 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

Salary Range: $145,000 - $385,000

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 Reimbursement Account

• Life Insurance

• Disability Insurance

Financial:

• 401k Retirement Plan

• Company Stock Options

• Home Office Budget

Leave:

• 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

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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