[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 – Cyber AI Summary Defense Unicorns is seeking a Business Development Representative to generate and qualify defense-sector opportunities for secure software delivery solutions. The role combines outbound prospecting, relationship development, sales-process management, and market intelligence for government buyers. Candidates need substantial DoD cyber or intelligence experience alongside business development expertise and familiarity with defense procurement. The position is remote within the United States, requires U.S. citizenship, and includes 20%–35% travel. Success depends on translating complex cloud-native and cybersecurity capabilities into clear mission value for senior stakeholders.[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[Sales](https://jobicy.com/categories/seller.md)EmploymentFull TimeExperienceSeniorPublished3 Nov 2026Apply before3 Dec 2026Listing views25Application actions3Application toolkit ## Make your next move. Prepare your resume, explore your fit, and draft a cover letter for this opportunity. Opportunity details ## About this role. ### EMPLOYER IS A CONTRACTOR FOR THE U.S. GOVERNMENT. THIS POSITION WILL REQUIRE U.S. CITIZENSHIP. ### Role Description: We are seeking a dynamic and driven Business Development Representative (BDR) to join our team. Highly qualified candidates will have a background in Cyber Operations The BDR will play a critical role in identifying, nurturing, and securing new business opportunities within the defense sector. This role requires a strong understanding of the defense tech industry, excellent communication skills, and a passion for building lasting relationships with our customers; Mission Heroes. ### Responsibilities: * Prospecting and Lead Generation: Identify and research potential customers within the defense sector. Develop and maintain a robust pipeline of qualified leads through various channels, including industry events, online research, and networking. * Customer Outreach: Initiate contact with potential customers via phone calls, emails, and social media. Engage in meaningful conversations to understand their needs, pain points, and how our solutions can address them. * Relationship Building: Build and maintain strong relationships with key decision-makers and stakeholders within target organizations. Foster trust and credibility through consistent follow-up and value-added interactions. * Product Knowledge: Gain a deep understanding of our products and services. Effectively communicate the features, benefits, and value propositions to potential clients. * Collaboration: Work closely with the business development, marketing, product, and finance teams to develop and execute targeted strategies for entering government markets. Provide feedback and insights to improve sales and marketing efforts. * Sales Process Management: Manage the sales process from initial contact to qualified opportunity. Track and report on sales activities, pipeline status, and progress toward targets. * Market Intelligence: Stay informed about industry trends, competitive landscape, and market conditions. Use this information to refine and adapt sales strategies. Travel Expectations/Requirements: 20%-35% 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: * 4+ years of experience in business development, sales, or a related role within the defense tech industry. * 7+ years of experience within the DoD as a Cyber or Intelligence practitioner. * Exceptional verbal and written communication skills. Ability to articulate complex technical concepts to a variety of audiences. * Strong understanding of the defense tech industry, including key players, market trends, and procurement processes. * Proven ability to build and maintain relationships with clients and stakeholders. Strong networking skills. * Highly motivated, proactive, and results-oriented. Ability to work independently and as part of a team. * Familiarity with CRM software and sales tools. ### Why You’ll Love This Role Impact: Your work directly helps teams deliver secure software faster by creating opportunities that wouldn’t exist otherwise. Mission-driven team: Work alongside technologists, veterans, and operators 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, partnerships, and strategy. Culture: We lead with kindness, trust, and speed—and we mean it. 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. [CCPA DISCLOSURE](https://drive.google.com/file/d/1DzT00w2uadYw9TfdorHuEsvPccZvn_g4/view?usp=drive_link) Show more [Apply now >](https://jobicy.com/jobs/158762-business-development-representative-cyber.md) * ![Upload CV](data:image/svg+xml;base64,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) ### Upload your resume now To unlock remote work opportunities and be discovered by global employers. This job listing has been manually reviewed by the Jobicy Trust & Safety Team for compliance with our posting guidelines, including verification of the company's legitimacy, accuracy of job details, clarity of remote work policy, and absence of misleading or fraudulent content. ## 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 insightThis is a senior, specialized sales role requiring both proven business-development ability and deep DoD cyber or intelligence experience. Navigating government procurement, technical value propositions, and a long-cycle defense sales process raises the role's complexity. ## 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. The posting does not state a pay cadence, so yearly compensation is inferred from the amount, U.S. market, and full-time senior business-development context. Estimated US market compensation for a defense-focused BDR with significant DoD cyber experience is approximately USD 110,000–155,000 per year. ## Core skills Skills and capabilities most closely associated with this opportunity. [Business Development](https://jobicy.com/jobs?search_keywords=Business%20Development.md)[Defense Technology](https://jobicy.com/jobs?search_keywords=Defense%20Technology.md)[Cyber Operations](https://jobicy.com/jobs?search_keywords=Cyber%20Operations.md)[DoD Procurement](https://jobicy.com/jobs?search_keywords=DoD%20Procurement.md)[Lead Generation](https://jobicy.com/jobs?search_keywords=Lead%20Generation.md)[Prospecting](https://jobicy.com/jobs?search_keywords=Prospecting.md)[Sales Pipeline Management](https://jobicy.com/jobs?search_keywords=Sales%20Pipeline%20Management.md)[CRM Software](https://jobicy.com/jobs?search_keywords=CRM%20Software.md)[Government Sales](https://jobicy.com/jobs?search_keywords=Government%20Sales.md)[Stakeholder Management](https://jobicy.com/jobs?search_keywords=Stakeholder%20Management.md)[Relationship Building](https://jobicy.com/jobs?search_keywords=Relationship%20Building.md)[Market Research](https://jobicy.com/jobs?search_keywords=Market%20Research.md)[Strategic Communication](https://jobicy.com/jobs?search_keywords=Strategic%20Communication.md)[Cloud-Native Technology](https://jobicy.com/jobs?search_keywords=Cloud-Native%20Technology.md) Sample interview questionsHow would you build a pipeline of qualified opportunities in the defense sector?I would define target agencies, programs, integrators, and mission owners based on their cybersecurity and software-delivery priorities. I would combine account research, industry events, partner networks, targeted outreach, and CRM discipline to validate pain points, stakeholders, budget signals, and procurement pathways before qualifying an opportunity. Describe how you would explain a secure cloud-native software delivery solution to a nontechnical government stakeholder. I would lead with mission outcomes rather than tooling: faster delivery of trusted capabilities, reduced security risk, and more reliable operations. I would then connect relevant technical practices such as automated testing, secure pipelines, and infrastructure as code to measurable benefits, using concise examples tailored to the stakeholder's mission and acquisition concerns. What experience is most valuable when selling into DoD organizations? A strong understanding of mission priorities, security constraints, acquisition processes, and the multiple stakeholders involved is essential. Experience working as a cyber or intelligence practitioner also helps establish credibility and enables more productive discovery conversations with operational and technical teams. How do you maintain momentum during a complex sales cycle with many stakeholders? I create a mutual action plan with clear milestones, owners, next steps, and decision criteria. I document every interaction in the CRM, provide useful follow-up materials, regularly validate priorities and risks, and engage additional champions or technical resources when needed to keep the opportunity moving. How would you use market intelligence to improve your business-development strategy? I would monitor defense budgets, procurement notices, policy changes, competitor activity, and technology priorities to identify timely entry points. I would share recurring objections, customer needs, and account insights with marketing, product, and leadership so messaging and outreach can be continuously refined. 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