Business Development Representative - Navy
Defense UnicornsBase Salary: $82,300 - $112,700 (total compensation is substantially informed by performance-based pay.)
The Role
We’re looking for a Business Development Representative (BDR) focused on the U.S. Navy to join our Growth team. You’ll be on the front lines of identifying, qualifying, and shaping opportunities that align our technologies with Navy missions and program needs. This role is about building meaningful relationships, understanding complex challenges, and connecting Defense Unicorns’ solutions to where they can make the most impact.
As the Navy BDR, you’ll work closely with our Account Executives, engineers, and leadership team to expand our presence within Naval Systems Commands (NAVSEA, NAVAIR, NAVWAR) and program offices. You’ll be instrumental in driving pipeline growth and helping the Navy accelerate software delivery with Defense Unicorn products.
What You’ll Do
- Build and maintain relationships with Navy stakeholders, program managers, and industry partners.
- Generate and qualify opportunities across Navy programs that align with Defense Unicorns’ solutions.
- Collaborate with Account Executives to shape opportunities early in the acquisition cycle.
- Track Navy priorities, funding lines, and acquisition strategies to anticipate where Defense Unicorns can add value.
- Share mission and technical insights with the Growth and Engineering teams to refine our offerings.
- Represent Defense Unicorns at Navy-focused industry days, conferences, and working groups.
What You’ll Bring
- 2–4 years of experience in business development, capture, or sales (defense industry preferred).
- Strong understanding of Navy acquisition processes, program offices, and budget cycles.
- Passion for aligning technology to mission outcomes.
- Excellent communication skills—both in building trusted relationships and in clear, concise written communication.
- Growth mindset, curiosity, and a bias for action.
- Ability to thrive in a fast-paced, dynamic, and highly collaborative startup environment.
Why You’ll Love This Role
- Impact: Your work directly accelerates the Navy’s ability to deliver secure software to the fleet.
- Mission-driven team: Work alongside technologists, veterans, and innovators united by a shared mission.
- Flexibility: Remote-first culture with the autonomy to work where you’re most effective.
- Growth: Opportunities to expand your skills across business development, capture, and strategy.
- Culture: We lead with kindness, trust, and speed—and we mean it.
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.