X-BAT Business Development Director, Middle East (R4949)

jobs.frontdoordefense.com - Jobboard; Abu Dhabi; On-site; AED 440,690 - 587,587; Full time

Job summary

Shield AI is seeking a Business Development Director for the Middle East to drive strategic sales and customer engagement for Collaborative Combat Aircraft initiatives. This key role involves engaging with military and defense stakeholders to establish Shield AI as a leader in air combat solutions.

The ideal candidate will possess extensive experience in defense sales, a deep understanding of air combat trends, and the ability to represent complex technical products to diverse audiences. A willingness to live in Abu Dhabi and travel extensively across the region is essential.

Qualifications

• 15+ years in a relevant air force occupation with operational experience.
• 3–5+ years in defense acquisition, business development, sales, or strategy.
• 5+ years of experience in the region from a defense perspective.
• Strong track record of capturing defense programs with ministries of Defense.

Responsibilities

• Identify and capture high-value opportunities in Middle Eastern airpower programs.
• Lead the business development lifecycle for CCA-focused efforts.
• Build relationships with Ministries of Defence and key partners.
• Influence customer requirements to align with product offerings.
• Lead participation in regional flight demonstrations and campaigns.
• Collaborate with engineering and program teams to meet customer needs.

Skills

Defense sales expertise

Technical credibility

Understanding of air domain CONOPS

Stakeholder engagement

Job description

X - BAT Business Development Director, Middle East (r4949)

Lead strategic capture and sales efforts to secure Middle East defense programs for CCAs

About The Role

Director – CCAs, Middle East

At Shield AI, we're redefining the battlespace with autonomy-enabled airpower. As part of our global expansion, we're looking for a bold and visionary Director – CCAs, Middle East to lead strategic sales, customer engagement, and capture efforts for our Collaborative Combat Aircraft (CCA) initiatives across the region. This is a high-impact role at the cutting edge of aerospace and defense innovation. You'll be on the front lines, driving adoption and revenue for Shield AI's CCA technologies by engaging directly with top-tier defense stakeholders—military customers, industry primes, and government decision-makers. Your mission: position Shield AI as the go-to partner for next-generation air combat solutions in the Middle East.

You’ll bring a rare mix of defense sales expertise, technical credibility, and a deep understanding of air domain CONOPS and acquisition frameworks. From identifying new opportunities to closing complex deals and launching early-stage programs, you’ll own the entire business development lifecycle.

What you’ll do:

• Drive Strategic Capture: Identify, shape, and capture high-value opportunities across Middle Eastern next-gen airpower programs relevant to CCAs and autonomy.
• Drive Regional Sales Pipeline: Lead the full business development lifecycle for CCA-focused efforts, from customer engagement through proposal, negotiation, and contract award.
• Engage Key Stakeholders: Build and maintain trusted relationships with Ministries of Defence, defense primes, integrators, and key partners.
• Shape Requirements & CONOPS: Influence customer requirements and future CCA CONOPS to align with Shield AI's product offerings.
• Support Demonstrations & Campaigns: Lead Shield AI's positioning and participation in regional flight demos, technical trials, and program pilots.
• Coordinate Cross-Functionally: Collaborate closely with engineering, product, legal, and program teams to align technical solutions with customer needs and delivery requirements.
• Inform Product Direction: Provide field intelligence to guide feature development, integration strategy, and roadmap priorities for Hivemind-enabled CCA solutions.

Required qualifications:

• 15+ years in a relevant air force occupation, bringing significant depth of understanding of relevant CONOPs and platform applications (preference for real-world operational experience flying tactical fighter aircraft with a strong technical background).
• 3–5+ years of experience in defense acquisition, business development, sales, or strategy, ideally with a focus on air platforms or autonomy.
• 5+ years of experience in region either operationally or from a defense business perspective
• Strong track record of capturing and closing defense programs or tech insertions with relevant ministries of Defense or multinational frameworks.
• Understanding of next-gen air combat trends, including CCAs, MUM-T, and AI-enabled CONOPS.
• Ability to credibly represent technically complex products to both strategic and operational-level audiences.
• Familiarity with key regional acquisition pathways.
• Willingness to live in regional (preferably Abu Dhabi) and to travel extensively across the Middle East (30–50%).

Our international teammates receive a comprehensive total rewards package aligned to your country office location. For full details on compensation and benefits, please consult your talent acquisition partner.