Travel Expectations/Requirements: 10%-25%
Role Description:
At Defense Unicorns, we don't do average. We build software for high-stakes environments, and our customers need more than a check-in-once-a-quarter CSM — they need a technical partner who can go deep, move fast, and keep calm when things get hard. You'll be embedded with customers, helping them get real value from our platform, partnering with our engineers when things get exciting, and making sure every account you own is set up to grow. Technical enough to hold your own in the weeds, strategic enough to run an executive review. If that sounds like your kind of work, you'll fit right in with our team of Unicorns.
Responsibilities:
As the main point of contact for key accounts, you will build strong relationships with leadership and technical teams to ensure they are getting the most from the platform. You will act as a strategic advisor together with our engineers, helping customers navigate their platform and requirements while solving any roadblocks they encounter. By deeply understanding their goals, you will ensure long-term success, driving high adoption rates and identifying opportunities to grow the partnership.
Mission & Account Ownership:
- Serve as the primary post-sales success lead for assigned commercial accounts
- Build trusted relationships with executive leadership, engineering teams, and technical stakeholders
- Develop and execute outcome-aligned success plans for our customers
- Lead Quarterly/Executive Reviews focused on platform value, operational readiness, and customer outcomes
- Proactively identify adoption gaps, risks, and expansion opportunities
Technical Advisory & Enablement:
- Assist customers on Kubernetes-based platform architecture questions
- Guide customers through secure software delivery principles and complex deployment requirements
- Advise on CI/CD pipelines, GitOps workflows, and modern software delivery practices
- Troubleshoot complex deployment challenges in partnership with Engineering
- Articulate customer requirements related to compliance, security, and regulatory frameworks
Growth & Expansion:
- Identify renewal & expansion opportunities across our customer base
- Drive deeper platform adoption across development teams
Success Metrics:
- Platform adoption across customer accounts
- Renewal and expansion within assigned accounts
- Time-to-operational capability
- Customer health and satisfaction
- Successful platform deployments and time-to-value
The listed responsibilities are not exhaustive and additional responsibilities may be assigned or discovered based on the evolving needs of the organization. The successful candidate is a dynamic individual who is able to adapt and take on new responsibilities as they arise. You will be expected not just to fill gaps as they arise, but proactively identify and take ownership of gaps to drive toward new processes and solutions.
Preferred Experience and Qualifications:- Excellent verbal and written communication skills; the ability to effectively interact with Heroes, stakeholders, and team members at all levels of the organization and across all Departments
- Excellent interpersonal skills, with the ability to effectively adapt communication behaviors and tactics to improve working relationships and optimize customer outcomes
- Exceptional problem-solving and decision-making abilities, with a strategic mindset
- Experience transitioning customer value delivery from services to productized approaches
- Experience and comfort facilitating cross-department problem solving exercises that drive business insights and turn inputs into decisions
- Experience supporting business initiatives across functional areas to inform business strategy and evolution
- Experience with day to day systems like: Hubspot, Github, Unthread (support ticketing) & Notion
- Familiarity with regulated, high-compliance, or constrained deployment environments (a plus)
- Experience working with platform engineering teams
- Background in cloud-native technologies (AWS, Azure, on-prem Kubernetes)
- Familiarity with open-source ecosystems
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.
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 DoWe 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 ServeDefense 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
- Medical/Dental/Vision
- Premiums are 100% Company Paid
- Health Savings Account
- Life Insurance
- Disability Insurance
- 401k Retirement Plan
- Company Stock Options
- Home Office Budget
- 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
- 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.
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