We’re looking for an SI Partnerships Business Development Representative (BDR) to join our Growth team, focused on generating top-of-funnel opportunities through a combination of direct outreach and strategic partnerships.
You’ll be on the front lines of identifying, qualifying, and shaping opportunities by working closely with Systems Integrators, partners, and end-customer teams. This role is about building meaningful relationships, understanding complex challenges, and connecting Defense Unicorns’ solutions to where they can make the most impact.
As a BDR, you’ll collaborate with Account Executives, engineers, partner teams, and leadership to expand our presence across key accounts and programs. You’ll play a critical role in proactively establishing credibility, driving early conversations, and helping turn partner relationships into a consistent pipeline.
What You’ll Do- Build and maintain relationships with partners, customer stakeholders, and program teams.
- Proactively generate and qualify top-of-funnel opportunities, both net new and within existing programs where Defense Unicorns can add value today.
- Work with partner teams to drive introductions, joint conversations, and early opportunity shaping.
- Collaborate closely with Account Executives to engage opportunities early in the lifecycle.
- Help establish repeatable cadences with partners, including sales enablement and opportunity discovery.
- Track priorities, funding signals, and partner activity to anticipate where Defense Unicorns can help.
- Share customer and partner insights with the Growth and Engineering teams to refine our approach.
- Represent Defense Unicorns at partner meetings, industry days, conferences, and working groups.
- 6+ years of experience in business development, partnerships, or sales (experience with complex or regulated customers preferred).
- Strong relationship building skills and comfort proactively reaching out to start conversations.
- Interest in working with partners and understanding how joint efforts create better outcomes.
- Passion for aligning technology to real mission and business needs.
- Excellent communication skills. Both in building trust and in clear, concise written updates.
- Growth mindset, curiosity, and a bias for action.
- Ability to thrive in a fast paced, collaborative, and evolving startup environment.
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.
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 Reimbursement Account
- Life Insurance
- Disability Insurance
- 401k Retirement Plan
- Company Stock Options
- Home Office Budget
- Unlimited paid time off, with a mandatory 10 days off on top of 11 federal government holidays, week of Thanksgiving, last two weeks of December (including New Year’s Day)
- 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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