Account Executive — Autonomous Systems (ComS056)

The role

The Account Executive will own and grow business across the autonomous systems and federal technology market. This person will identify and develop strategic opportunities to help customers build, deploy, secure, and operate modern software across mission systems and distributed environments.

What you will do

• Own pipeline creation, account strategy, opportunity development, and revenue.
• Develop relationships with autonomous drone manufacturers, aerospace and satellite companies, Federal Systems Integrators, and defense technology companies.
• Identify programs and platforms where cloud-native software and edge computing create strategic value.
• Work with a Solutions Architect to lead customer discovery and understand mission requirements.
• Build and execute account plans for strategic customers, partners, platforms, and programs.
• Develop opportunities from early technical conversations through deployment and expansion.
• Navigate complex opportunities involving multiple stakeholders.
• Build relationships with Federal Systems Integrators and prime contractors.
• Work with commercial technology companies to develop strategies for federal market entry.
• Coordinate internal resources across Solutions Architecture, Engineering, Product, Marketing, Contracts, and leadership.

Required qualifications

• Demonstrated success selling complex technology solutions into federal, defense, aerospace, autonomous systems, or similarly complex markets.
• Experience developing and closing opportunities involving multiple technical, business, and government stakeholders.
• Strong understanding of the federal technology ecosystem, including government customers, Federal Systems Integrators, prime contractors, OEMs, and technology vendors.
• Experience building new markets or territories rather than exclusively managing established accounts.
• Ability to develop opportunities before a formal procurement or RFP exists.
• Experience navigating long, complex sales cycles involving partnerships, technical evaluations, contracting, and program-level decisions.
• Ability to understand technical concepts sufficiently to engage credibly with engineering and architecture teams.
• Strong executive communication, relationship-building, negotiation, and account-planning skills.
• Ability to operate effectively in an ambiguous and rapidly evolving market.

Nice to have

• Familiarity with cloud-native software, DevSecOps, Kubernetes, edge computing, software delivery, data infrastructure, or adjacent technologies.
• Experience working with autonomous systems, drones, aerospace, satellites, robotics, weapons systems, or other software-defined platforms.

Benefits

• Medical/Dental/Vision
• Premiums are 100% Company Paid
• Health Savings Account
• Life Insurance
• Disability Insurance
• 401k Retirement Plan
• Company Stock Options
• Home Office Budget
• Flexible Time Off (FTO)
• All Federal Holidays
• One week for Thanksgiving
• Two weeks for Christmas and New Year’s

About the company

Defense Unicorns delivers mission value by streamlining software delivery so customers can focus on the most important challenges. They create and deliver secure solutions for continuous software integration and delivery.