Director RevOps

• Run deal desk operations covering pricing, discounting, contract structure, and approvals.
• Maintain SKU-level pricing across UDS Premium, Application Licenses, Edge Node Licenses, Software Factory, SRE Operations, PaaS, and training and services.
• Work with Finance on bookings recognition, ARR tracking, and revenue reporting.

Enablement and Adoption

• Improve CRM adoption and data quality through training, clear documentation, and follow-through.
• Build the playbooks, templates, and automation that take busywork off sellers and solution architects.
• Get new revenue team members up to speed on the systems and the process.

• Leadership trusts the pipeline and forecast numbers in weekly Huddles and QBRs because there is one place to find them.
• The sales team follows one documented process, and so does solutions architecture.
• The forecast lands within an agreed tolerance quarter after quarter, with risk flagged early.
• Deals move from quote to close faster, without cutting corners on approvals.

• 7+ years in revenue operations, sales operations, or business operations, ideally in GovTech.
• Hands-on HubSpot experience (Sales Hub, Operations Hub), including workflow automation, custom objects, and reporting.
• Track record of standing up sales processes in high-growth companies with long, multi-stakeholder deal cycles.
• Comfortable building pipeline models, forecasts, and the dashboards leadership actually reads.
• Deal desk or CPQ experience, including pricing and approval workflows.
• Familiarity with a structured qualification methodology like MEDDPICC, and the discipline to make it stick in the CRM.
• Strong cross-functional communicator who works well with sales, finance, legal, and product.
• Self-directed, and at home in a remote-first company with little hierarchy.
• Background in defense technology, GovTech, or selling to the U.S.

of Defense.

• Working knowledge of government procurement (competitive solicitations, contract vehicles, FAR/DFARS).
• Exposure to product-led and open-source go-to-market models.
• Experience across both direct and channel/partner sales.
• Some exposure to solutions architecture or technical pre-sales.
• A consulting or advisory background (management consulting, GTM/RevOps advisory, Big 4, or a boutique strategy firm) is a real plus. We like operators who can take an ambiguous problem, give it structure, and get it done across a lot of stakeholders.

We offer competitive pay, meaningful equity, and full benefits. [Insert salary range; required for postings in several states.]

Defense Unicorns is an equal opportunity employer.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or protected veteran status.

The listed responsibilities are not exhaustive; additional responsibilities may be assigned based on the evolving needs of the organization.

Travel Expectations: 4 to 12 times per year (sales training and participation activities)

Full compensation packages are based on candidate experience.

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.

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.

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.

• Kubernetes
• Cloud Environments (AWS/GCP and Azure)

• Continuous Delivery and automation tooling
• GitOps
• Containers
• CNCF projects and open source products and packages

• Building and improving security delivery
• Building Kubernetes and cloud native applications

• Medical/Dental/Vision
• Premiums are 100% Company Paid

• Life Insurance
• Disability Insurance

• 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

• 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.