[All remote jobs](https://jobicy.com/jobs.md)[![Defense Unicorns logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2025/06/44a44784-221-1.png)](https://jobicy.com/company/defense-unicorns.md)[Defense Unicorns](https://jobicy.com/company/defense-unicorns.md) # Business Development Representative – Army Review the role, location requirements, compensation details, and application process before deciding whether this opportunity fits your next career move. [Apply for this job](#job-application)[View company](https://jobicy.com/company/defense-unicorns.md)ShareRemote from[USA](https://jobicy.com/job-region/usa.md)SalaryUSD 120k–140k / yrDepartment[Business Development](https://jobicy.com/categories/business.md)EmploymentFull TimeExperienceDirectorPublished16 Oct 2026Apply before15 Nov 2026Listing views46Application actions1Application toolkit ## Make your next move. Prepare your resume, explore your fit, and draft a cover letter for this opportunity. AI Summary ## The role, at a glance. Defense Unicorns is seeking a business development representative with deep US Army experience to identify, develop, and close mission-focused technology opportunities. The role centers on building relationships with defense stakeholders and partners, translating mission needs into tailored secure software-delivery capabilities, and negotiating proposals and terms. This person will shape technology-driven growth strategies, monitor market and competitor activity, and use KPI reporting to refine execution. Success requires credible Department of Defense domain knowledge, strategic sales discipline, strong communication, and independent collaboration in a remote environment. ## Role DNA A quick view of the complexity, pace, ownership and collaboration implied by the job description. ### Job Complexity 4/5EasyHard ### Pace & Pressure 4/5RelaxedFast-paced ### Autonomy Level 4/5GuidedFull ownership ### Communication Load 5/5IndependentCollaborative AI insightThe position requires established credibility with US Army or Department of Defense stakeholders while managing complex, strategic technology sales cycles. It combines market strategy, relationship development, proposal work, negotiations, and measurable revenue accountability. ## Salary analysis Estimated compensation compared with the broader US market for similar roles. Estimated job median (per year)Market rate$130,000US market range (per year)$110k–$155k0$170.50k AI insightThe yearly pay period is inferred from the job context; it was not explicitly stated by the employer. The employer discloses a USD 120,000–140,000 compensation range. Although no cadence is stated, yearly pay is inferred from the magnitude, US-wide remote eligibility, and full-time business development context. The estimated US market range for a defense-focused business development representative with substantial Army/DoD expertise is USD 110,000–155,000 per year, excluding potential variable compensation or equity. ## Core skills Skills and capabilities most closely associated with this opportunity. [US Army experience](https://jobicy.com/jobs?search_keywords=US%20Army%20experience.md)[Department of Defense business development](https://jobicy.com/jobs?search_keywords=Department%20of%20Defense%20business%20development.md)[Strategic planning](https://jobicy.com/jobs?search_keywords=Strategic%20planning.md)[Market research](https://jobicy.com/jobs?search_keywords=Market%20research.md)[Opportunity identification](https://jobicy.com/jobs?search_keywords=Opportunity%20identification.md)[Partner relationship management](https://jobicy.com/jobs?search_keywords=Partner%20relationship%20management.md)[Stakeholder engagement](https://jobicy.com/jobs?search_keywords=Stakeholder%20engagement.md)[Sales negotiations](https://jobicy.com/jobs?search_keywords=Sales%20negotiations.md)[Proposal development](https://jobicy.com/jobs?search_keywords=Proposal%20development.md)[Revenue growth](https://jobicy.com/jobs?search_keywords=Revenue%20growth.md)[KPI reporting](https://jobicy.com/jobs?search_keywords=KPI%20reporting.md)[Data analysis](https://jobicy.com/jobs?search_keywords=Data%20analysis.md)[Cloud-native technology](https://jobicy.com/jobs?search_keywords=Cloud-native%20technology.md)[Remote collaboration](https://jobicy.com/jobs?search_keywords=Remote%20collaboration.md) Sample interview questionsHow have you used your US Army or Department of Defense experience to identify and develop a new business opportunity?I begin by understanding the operational mission, acquisition environment, stakeholders, and existing technical constraints. I then map those needs to a clear capability narrative, engage the right decision-makers and influencers, and build an opportunity plan with measurable next steps. This approach ensures the proposed solution is relevant to mission outcomes rather than simply product-led. Describe your approach to building credibility with senior military and civilian stakeholders. I prepare thoroughly on the organization’s mission, priorities, and terminology, then lead with listening and direct communication. I establish trust by accurately reflecting requirements, following through on commitments, and bringing technical and delivery experts into conversations at the right time. Credibility grows when stakeholders see that I understand both their mission risk and implementation realities. How would you position secure CI/CD and cloud-native delivery capabilities to an Army customer? I would focus on mission value: enabling teams to deliver software faster while maintaining the security, auditability, and operational resilience required in defense environments. I would connect Kubernetes, infrastructure as code, GitOps, and automated testing to reduced deployment risk, repeatable compliance controls, and improved software availability. The message would be tailored to the customer’s current architecture, authority-to-operate process, and desired operational outcomes. Tell us about a complex negotiation you led and how you achieved a mutually beneficial outcome. I establish the customer’s critical requirements, internal decision criteria, budget constraints, and desired timeline before discussing terms. I distinguish non-negotiables from flexible items, quantify the value of proposed trade-offs, and keep internal stakeholders aligned throughout the process. My goal is a durable agreement that protects delivery quality and creates a foundation for a long-term relationship. What metrics would you use to assess the effectiveness of a business development strategy? I would track qualified pipeline value, opportunity conversion rates, sales-cycle duration, proposal win rate, stakeholder engagement, partner-sourced opportunities, and revenue against target. I would also review leading indicators such as discovery meetings, validated use cases, and progression through account plans. These metrics help identify where strategy, messaging, or execution needs adjustment. Opportunity details ## About this role. 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 US Army 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—$140,000 USD ### 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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