Business Development Representative - Navy
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.
Skills
As published by ashby · 18 questions
Basics
Name, Email, Resume
Short answers (8)
- Phone Number optional
- Walk me through a Navy opportunity you were involved in from initial signal to funding or award. Where exactly did you influence the process?
- Please briefly describe your Navy business development experience.
- Which specific Navy commands, program offices, or PEOs have you directly supported or sold into, and what was your role in those engagements?
- LinkedIn Profile optional
- Did a current Defense Unicorn refer you to this position and, if so, who was it?
- If yes, what event? optional
- What is your desired salary?
Pick from a list (9)
- Do you have experience at the intersection of software, the U.S. Navy, and business development?
- Are you authorized to work lawfully in the United States?
- Will you now, or in the future require Defense Unicorns to sponsor an immigration case in order to employee you?
- What is your US Citizenship status?
- Do you have a security clearance? If so, which clearance level?
- What is the status of your security clearance?
- If you do not have a security clearance, are you able to obtain one if necessary?
- Did you meet with or see Defense Unicorns while attending an event or conference (e.g. Kubecon)?
- In this question description we have provided a link to our California Consumer Privacy Act (CCPA) disclosure. Please acknowledge that you have been provided with this disclosure - Link included in question description.
Attachments (1)
- Cover Letter optional