Senior Defense BD Lead, Autonomy AI

Shield AI; Greater London; On-site; GBP 90,000 - 130,000; Full time

Job summary

Shield AI in the UK is seeking a high‑performing Senior Business Development Lead to drive Hivemind Autonomy growth across defense and government customers. You will own the full sales lifecycle from pipeline to close, build strategic territory plans, shape opportunities with customers and coordinate with Product, Engineering, and Solutions teams.

The role requires 10–15+ years in BD or capture, a deep understanding of defense acquisition, and the ability to travel for industry events and

Qualifications

• 10-15+ years of experience in business development, sales, or capture roles in technically complex domains (AI/ML, autonomy, SaaS, aerospace/defence, or similar)
• Proven track record of owning and closing deals, particularly within European government or defence markets
• Deep understanding of defence acquisition processes and government procurement lifecycle
• Strong experience developing and executing capture strategies for complex opportunities
• Technical aptitude and ability to engage credibly with Engineering, Product, and Operational stakeholders
• Excellent communication, negotiation, and stakeholder management skills
• Self-motivated, results-oriented, and capable of operating in a fast-paced environment
• Bachelor's degree required

Responsibilities

• Own and drive the full sales lifecycle for Hivemind opportunities across assigned accounts/territories (pipeline generation through close)
• Develop and execute territory and capture strategies for priority pursuits, aligning with Shield AI’s long-term strategic plan
• Identify, qualify, and shape new business opportunities through deep understanding of customer missions, budgets, and acquisition pathways
• Build and maintain strong relationships with key decision-makers, program offices, and influencers across defense and government customers
• Lead proposal development in partnership with BD Operations and cross-functional teams, ensuring alignment with customer requirements and value propositions
• Conduct competitive analysis and position Hivemind effectively in complex, multi-stakeholder environments
• Partner with Product, Engineering, and Solutions teams to translate customer needs into compelling technical and operational solutions
• Manage deal progression with rigour (qualification, deal strategy, forecasting accuracy, CRM hygiene)
• Represent Shield AI at industry events, conferences, and customer engagements to expand market presence and pipeline
• Communicate clearly with internal stakeholders and leadership on pipeline status, risks, and key milestones

Job description

Shield AI in the UK is seeking a high‑performing Senior Business Development Lead to drive Hivemind Autonomy growth across defense and government customers. You will own the full sales lifecycle from pipeline to close, build strategic territory plans, shape opportunities with customers and coordinate with Product, Engineering, and Solutions teams.

The role requires 10–15+ years in BD or capture, a deep understanding of defense acquisition, and the ability to travel for industry events and