[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 – Navy AI Summary Defense Unicorns is hiring a Business Development Representative to develop and qualify opportunities within U.S. Navy organizations and program offices. The role focuses on stakeholder relationships, early opportunity shaping, acquisition-cycle awareness, and pipeline development for secure software delivery solutions. The BDR will collaborate closely with account executives, engineers, and leadership while representing the company at Navy-focused events. Candidates need 2–4 years of defense business development, capture, or sales experience and a strong understanding of Navy acquisition and budget processes. This is a remote, full-time U.S. role in a fast-moving, mission-driven startup environment.[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 TimeExperienceSeniorPublished3 Nov 2026Apply before3 Dec 2026Listing views43Application actions2Application toolkit ## Make your next move. Prepare your resume, explore your fit, and draft a cover letter for this opportunity. Opportunity details ## About this role. ### 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 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/158771-business-development-representative-navy.md) > Annual salary information is not provided for this position. Explore salary ranges for similar roles in our [Salary Directory ›](https://jobicy.com/salaries.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 insightThe role requires navigating complex federal acquisition processes and building credibility with Navy stakeholders while developing qualified pipeline. Success depends on translating technical platform capabilities into clear mission and program value. ## Salary analysis Estimated compensation compared with the broader US market for similar roles. Estimated job median (per year)Highly competitive$110,000US market range (per year)$90k–$130k0$143k 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 U.S. defense business-development role, required experience, and federal-market specialization. ## Core skills Skills and capabilities most closely associated with this opportunity. [Business development](https://jobicy.com/jobs?search_keywords=Business%20development.md)[Defense sales](https://jobicy.com/jobs?search_keywords=Defense%20sales.md)[Federal capture](https://jobicy.com/jobs?search_keywords=Federal%20capture.md)[Navy acquisition](https://jobicy.com/jobs?search_keywords=Navy%20acquisition.md)[Opportunity qualification](https://jobicy.com/jobs?search_keywords=Opportunity%20qualification.md)[Pipeline development](https://jobicy.com/jobs?search_keywords=Pipeline%20development.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)[Government contracting](https://jobicy.com/jobs?search_keywords=Government%20contracting.md)[Market research](https://jobicy.com/jobs?search_keywords=Market%20research.md)[Strategic communication](https://jobicy.com/jobs?search_keywords=Strategic%20communication.md)[CRM management](https://jobicy.com/jobs?search_keywords=CRM%20management.md)[Conference representation](https://jobicy.com/jobs?search_keywords=Conference%20representation.md)[Mission-focused selling](https://jobicy.com/jobs?search_keywords=Mission-focused%20selling.md) Sample interview questionsHow would you identify and prioritize a new opportunity within a Navy program office?I would start by researching the program's mission, modernization priorities, funding signals, acquisition timeline, and current delivery challenges. I would validate the problem through conversations with stakeholders and partners, assess fit against our capabilities, map decision-makers and influencers, and prioritize the opportunity based on mission impact, timing, access, and likelihood of qualification. Describe how you would explain a technical software-delivery solution to a nontechnical Navy stakeholder. I would lead with the mission outcome rather than product features, such as reducing deployment lead time, improving software security, or increasing operational resilience. I would use concise examples, connect capabilities to the stakeholder's program goals, and involve technical colleagues when deeper architecture or implementation detail is needed. What is your approach to building trust with government customers in a long sales cycle? I build trust through preparation, consistency, and usefulness. I listen carefully to mission needs, follow through on commitments, provide relevant insights without overselling, and maintain transparent communication with both customers and internal teams throughout the opportunity lifecycle. How do you collaborate with account executives and engineers when shaping an early-stage opportunity? I ensure everyone has a shared view of the customer's problem, stakeholders, timeline, and qualification status. I bring customer and acquisition context to the team, while account executives guide account strategy and engineers validate technical feasibility, ensuring the proposed approach is credible and mission-aligned. How would you stay current on Navy priorities, budget activity, and acquisition strategies? I would maintain a structured research cadence using public budget documents, program-office announcements, industry events, professional networks, and customer conversations. I would summarize material changes for the growth and engineering teams so that outreach and solution positioning remain timely and relevant. Next step ## Apply now. Follow the employer’s application method and review Jobicy’s safety guidance before sharing personal information. 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