[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 – Commercial 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)SalaryUndisclosedDepartment[Business Development](https://jobicy.com/categories/business.md)EmploymentFull TimeExperienceSeniorPublished16 Oct 2026Apply before15 Nov 2026Listing views41Application 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 hiring a Commercial Business Development Representative to identify, qualify, and shape opportunities within the Defense Industrial Base. The role partners closely with Account Executives, Growth, and Engineering teams to align secure software-delivery solutions with customer mission needs. Responsibilities include stakeholder relationship building, acquisition-cycle research, opportunity qualification, and participation in targeted industry events. Candidates need 2–4 years of business development, capture, or sales experience, ideally with familiarity with defense acquisition processes and federal budget cycles. This is a remote, full-time US role in a fast-moving, collaborative startup 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 navigating complex defense acquisition processes, interpreting program and funding priorities, and building credibility with varied stakeholders. Success depends on independently finding and advancing early-stage opportunities while coordinating across commercial and technical teams. ## Salary analysis Estimated compensation compared with the broader US market for similar roles. Estimated job median (per year)Highly competitive$75,000US market range (per year)$55k–$90k0$99.00k AI insightThe yearly pay period is inferred from the job context; it was not explicitly stated by the employer. No employer salary was disclosed. The yearly cadence and USD market estimate are inferred from the full-time US commercial business-development role, its 2–4 years of required experience, and typical market conventions; actual compensation may include variable sales incentives that are not stated in the posting. ## Core skills Skills and capabilities most closely associated with this opportunity. [Business development](https://jobicy.com/jobs?search_keywords=Business%20development.md)[Opportunity qualification](https://jobicy.com/jobs?search_keywords=Opportunity%20qualification.md)[Defense acquisition](https://jobicy.com/jobs?search_keywords=Defense%20acquisition.md)[Federal procurement](https://jobicy.com/jobs?search_keywords=Federal%20procurement.md)[Capture management](https://jobicy.com/jobs?search_keywords=Capture%20management.md)[Stakeholder relationship management](https://jobicy.com/jobs?search_keywords=Stakeholder%20relationship%20management.md)[Account collaboration](https://jobicy.com/jobs?search_keywords=Account%20collaboration.md)[Market research](https://jobicy.com/jobs?search_keywords=Market%20research.md)[Pipeline development](https://jobicy.com/jobs?search_keywords=Pipeline%20development.md)[Strategic communication](https://jobicy.com/jobs?search_keywords=Strategic%20communication.md)[Government budget cycles](https://jobicy.com/jobs?search_keywords=Government%20budget%20cycles.md)[Technology sales](https://jobicy.com/jobs?search_keywords=Technology%20sales.md)[Conference representation](https://jobicy.com/jobs?search_keywords=Conference%20representation.md) Sample interview questionsHow would you identify and qualify a new opportunity within the Defense Industrial Base?I would begin by researching the relevant mission area, program office, funding signals, acquisition timeline, and incumbent environment. I would validate the customer problem through stakeholder conversations, assess fit with our capabilities and buying path, and document the opportunity, risks, next steps, and internal resources needed to pursue it. Describe how you would work with an Account Executive to shape an opportunity before a formal solicitation is released. I would share customer intelligence, stakeholder maps, mission needs, acquisition insights, and competitive context with the Account Executive. Together, we would develop a contact strategy, test the value proposition with the customer, and align technical experts where appropriate so that our solution is relevant before requirements become fixed. What is important when building trust with government program managers and industry partners? Trust comes from preparation, consistency, and a genuine focus on mission outcomes rather than a transactional pitch. I would communicate clearly, follow through on commitments, respect procurement boundaries, and bring useful insights that help stakeholders understand options and solve problems. How would you communicate a technical software-delivery solution to a nontechnical defense stakeholder? I would lead with the mission impact, such as faster and more secure delivery of critical capabilities, reduced deployment risk, or improved software availability. I would use plain language and relevant examples, then involve technical colleagues for deeper discussions while ensuring the customer can connect the technology to measurable program outcomes. How do you stay organized when managing multiple early-stage opportunities with different timelines? I use a disciplined opportunity tracker or CRM with clear qualification criteria, stakeholder notes, next actions, deadlines, and risk indicators. I prioritize opportunities by mission fit, likelihood, timing, and strategic value, while maintaining regular internal reviews to adjust effort as new intelligence emerges. Opportunity details ## About this role. ### The Role We’re looking for a Business Development Representative (BDR) to join our Growth team. You’ll be on the front lines of identifying, qualifying, and shaping opportunities that align our technologies with Defense Industrial Base. This role is about building meaningful relationships, understanding complex challenges, and connecting Defense Unicorns’ solutions to where they can make the most impact. What You’ll Do * Build and maintain relationships with stakeholders, program managers, and industry partners. * Generate and qualify opportunities across programs that align with Defense Unicorns’ solutions. * Collaborate with Account Executives to shape opportunities early in the acquisition cycle. * Track 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 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 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 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 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. [CCPA DISCLOSURE](https://drive.google.com/file/d/1DzT00w2uadYw9TfdorHuEsvPccZvn_g4/view?usp=drive_link) Show more [Apply now >](https://jobicy.com/jobs/155504-business-development-representative-commercial.md) > Annual salary information is not provided for this position. 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