Role Description:
Being a Senior Technical Product Marketing Manager at Defense Unicorns means building and executing the commercial narrative that drives revenue. Our mission is to make software a strategic deterrent. This role ensures our platform is clearly understood and adopted by commercial buyers, especially Platform Engineering and DevOps leaders. You will report to the Head of Product Marketing and focus on ISV, SI, and OEM personas, with direct enterprise motion as the primary priority. You will own messaging and positioning for these segments. Revenue influence is the primary measure of success. This is an execution heavy role. You will build the commercial messaging system, equip Sales and Sales Engineering with clear technical positioning, support late-stage deals, and collaborate to continuously refine packaging as we scale beyond federal.
Responsibilities:
The listed responsibilities are not exhaustive, and additional responsibilities may be assigned based on evolving business needs.
- Own and execute messaging and positioning for ISV, SI, and OEM personas
- Develop clear, differentiated commercial value propositions for Platform Engineering and DevOps leaders
- Build and maintain competitive battlecards and technical positioning against commercial platform and DevOps vendors
- Partner with Product to propose and refine commercial pricing and packaging models
- Create and maintain persona-specific enablement materials, including architecture diagrams, positioning decks, FAQs, and technical briefs
- Support approximately 30% customer facing engagement, including late-stage deal support and technical positioning conversations
- Translate product capabilities into repeatable sales narratives and field-ready assets
- Work closely with Sales Architects to ensure consistency between narrative and solutioning
- Provide structured commercial feedback to Product based on buyer conversations and deal friction
- Deliver webinars, field presentations, and partner-facing technical content
- Ensure consistency of commercial messaging across website, campaigns, and events
- Operate effectively in a fast-paced, remote environment with cross-functional collaboration
- Strong understanding of open source business models and partner ecosystems
- Experience developing messaging, positioning, and pricing for technical products
- Proven ability to influence revenue through product marketing execution
- Experience engaging Platform Engineering and DevOps leaders in commercial sales cycles
- Technical familiarity working with Kubernetes, Infrastructure as Code, cloud native platforms, and regulated or airgap environments
- Experience building sales enablement assets that directly improve sales efficiency
- Comfortable presenting in customer-facing environments
- Experience working cross-functionally with Product, Growth, and Engineering teams
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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