Business Development Representative - Commercial

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