Get the chrome extension Business Development Representative - Autonomous Systems
Defense Unicorns
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 Autonomous and Unmanned Systems 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.
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
Originally posted on Himalayas
Representative, Business Development
American Bureau of Shipping
The Business Development Representative is a client-facing position responsible for independently identifying, qualifying, and helping close contracted work within assigned accounts and markets. The role finds opportunities through several channels: direct conversations with clients about emerging needs, publicly advertised procurements (RFPs/RFQs), and opportunities that come through teaming partners. The role owns smaller or less complex accounts, manages a personal pipeline, and engages clients in needs assessment and solution discussions.
The Business Development Representative builds trusted relationships with client contacts at the working to senior-management level. The role also represents ABS with teaming partners and professional and industry associations. It applies market and competitive knowledge to client conversations and pursuit positioning, contributes to deal strategy, pricing, and account planning, and supports client engagement after contract award to help ensure.
What You Will Do:
- Opportunity identification and qualification: Independently identify and qualify business opportunities within assigned accounts and markets, including direct client needs, publicly advertised procurements, and teaming-partner opportunities. Apply go/no-go criteria to assess fit, likelihood of success, and strategic alignment. Maintain an organized personal pipeline.
Client and partner relationships: Build trusted relationships with client contacts at the working and mid-management levels. Serve as an ABS point of contact with assigned clients, teaming partners, and relevant professional and industry associations. Earn repeat engagement through dependability, industry knowledge, and consistent follow-through. Expand your network within assigned accounts.
Understanding client procurement: Understand how assigned clients solicit and award contract work, including procurement cycles, solicitation formats, and evaluation criteria. Use that knowledge to position pursuits early and effectively.
Deal strategy and capture support: Help develop deal strategy for assigned opportunities. Contribute to pricing discussions and competitive positioning. Support proposal development and business capture teams as directed by Business Development leadership. Partner with the proposals team on submission strategy and content.
Account ownership: Take ownership of smaller or less complex accounts and manage day-to-day client engagement. Develop account plans that identify key contacts, current work, and near-term growth opportunities. Identify and communicate opportunities for account expansion.
Client needs and service alignment: Identify client business needs and connect them with appropriate company services. Engage relevant subject matter experts to support client discussions and clearly communicate the company’s value proposition.
Pipeline management: Manage a personal pipeline and track progress against assigned revenue or activity targets. Understand pipeline metrics, including stage distribution, conversion rates, and coverage. Keep opportunity information current and realistic.
CRM management: Maintain accurate CRM records for assigned accounts and opportunities, including opportunity stages, values, close dates, and next steps. Use CRM information to plan work and prioritize activities.
Market and competitive intelligence: Collect, analyze, and share information on clients, competitors, and market trends with Business Development leadership. Apply that knowledge to client conversations and pursuit materials.
Cross-selling: Maintain sufficient knowledge of adjacent company service lines to recognize cross-selling opportunities. Introduce relevant capabilities and coordinate with Business Development colleagues in other service lines to facilitate introductions.
Pricing, margin, and contract terms: Apply basic pricing and margin awareness when developing opportunities. Work with business and contracts managers on proposal pricing and contract terms. Support Legal review and required approvals.
Commercial processes and approvals: Follow established commercial processes, Delegation of Authority requirements, and approval workflows for business development activities and proposal submissions.
Planning contribution: Contribute to business development plans for assigned accounts and markets. Understand how individual revenue targets and account assignments support broader sector and regional growth objectives. Share client feedback and market observations during planning discussions.
Client presentations: Present the company’s capabilities and value proposition clearly in client meetings and, as appropriate, at industry forums. Tailor communication to the audience and build credibility through preparation and relevant industry knowledge.
What You Will Need:
Education and Experience
Bachelor's degree in Business, Engineering, or another technical (STEM) field is required. A technical degree is preferred.
Typically 2 to 4 years of experience in business development, sales, account management, or a related commercial function is required.
Experience selling technical consulting or professional services is strongly preferred.
Experience with publicly advertised procurements, proposal development, or teaming arrangements is preferred.
Knowledge, Skills, and Abilities
Developing business development and client engagement skills, with the ability to independently identify and qualify opportunities, build client relationships, and contribute to pursuit execution.
Demonstrated ability to build trusted working relationships with client contacts and teaming partners, and to earn repeat engagement through reliability, relevant knowledge, and consistent follow-through.
Understanding of how clients solicit, evaluate, and award contract opportunities, including publicly advertised procurements.
Solid understanding of assigned client industries, key market trends, and competitive dynamics, with the ability to apply that knowledge in client conversations and pursuit positioning.
Practical knowledge of business development processes, including opportunity identification, qualification, account planning, pricing fundamentals, pipeline management, and pursuit coordination.
Awareness of regulations that apply to the role, such as FAR, ITAR, and EAR, or the ability to learn them quickly.
Ability to collaborate with technical, delivery, contracts, legal, and proposals teams to shape client solutions, scopes, and budgets. Understands the perspectives and constraints of cross-functional partners and builds influence through reliability.
Ability to communicate clearly and persuasively, both orally and in writing. Can explain technical topics to clients, tailor messages to the audience, and state the company's value proposition with confidence.
Ability to identify, analyze, and help resolve commercial and programmatic issues on assigned pursuits and accounts.
Strong personal accountability. Takes ownership of account and pursuit outcomes, follows through on commitments to clients and internal partners, and adjusts approach when current methods are not producing expected results.
Ability to allocate time across accounts and opportunities based on potential value and stage of pursuit, avoiding heavy investment in low-value or low-probability activities.
Results-oriented mindset focused on delivering against revenue and activity targets rather than activity volume alone. Understands that sustained effort without outcomes is not enough.
Ability to persist through rejection and slow-moving sales cycles without losing energy or engagement. Adapts approach based on client feedback and competitive dynamics, and treats losses as learning opportunities.
Commitment to ethical business practices in full accordance with corporate policies. Identifies basic commercial risks and refuses to misrepresent the company's capabilities or make commitments the company cannot honor.
Strong proficiency with Microsoft Office, particularly Word, Excel, and PowerPoint, and with CRM tools.
Working knowledge of the ABS Health, Safety, Quality and Environmental Management System.
Reporting Relationships:
Reports directly to the Director of Business Development.
Travel requirements:
While the position is remote, regular travel (50%+) to client sites is a core part of the role.
Salary Range:
Working Conditions:
Work is primarily performed in a professional office setting, with regular travel for client meetings, industry events, and internal business meetings. The role may also require occasional visits to field sites, including client locations, shipyards, and field offices, as needed. Position may require domestic and international travel, as well as participation in business activities outside normal working hours, including client-related events and meetings.
Originally posted on Himalayas
Business Development Representative - Army
Defense Unicorns
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.
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
Originally posted on Himalayas
Create your Dream Job
Ursa Major Skincare
Don’t see your dream job here but still interested in exploring a role at Ursa Major? Tell us how you think you can help grow our business. It might be helpful to put the job you’re applying for in the Summary section.
Benefits
- Competitive compensation, plus equity.
- Annual bonus based on individual and company performance
- Health care benefits (medical, vision, dental)
- 401k with company match
- Summer & Winter Fridays
- Paid parental leave policy
- Paid volunteer time wherever you are, and organized team volunteer events in VT
- Office in Waterbury, VT for those nearby (dog-friendly and stocked with healthy snacks and local brews)
- Carbon Offsets for employee commutes
- Trips to Vermont / planned team events
- Industry discounts
- A culture that believes in balance, and encourages plenty of fresh air
- Free Ursa Major products—of course!
Originally posted on Himalayas