Autonomy Specialist, India (R6015)

Shield AI; New Delhi; Vor Ort; INR 1.800.000 - 2.800.000; Vollzeit

Zusammenfassung

Shield AI is seeking a high-performing Business Development / Account Executive to drive growth for Hivemind Autonomy across India, focusing on defense and government customers. You will own the full sales lifecycle, shaping opportunities and closing deals by collaborating with cross-functional teams.

The ideal candidate has 10–15+ years in BD/sales within AI/ML, autonomy, or defense domains, with a proven track record in government markets and strong capture instincts. Travel may be required.

Qualifikationen

• 10–15+ years of experience in business development, sales, or capture roles in technically complex domains (AI/ML, autonomy, SaaS, aerospace/defense, or similar)
• Proven track record of owning and closing deals, particularly within government markets
• Deep understanding of defense acquisition processes and government procurement lifecycle
• Strong experience developing and executing capture strategies for complex opportunities
• Technical aptitude to engage with engineering, product, and operations stakeholders

Aufgaben

• 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 relationships with key decision-makers and program offices across defense and government customers
• Lead proposal development in partnership with BD Operations and cross-functional teams
• Conduct competitive analysis and position Hivemind effectively in complex environments
• Partner with Product, Engineering, and Solutions teams to translate customer needs into compelling solutions
• Manage deal progression with rigor (qualification, deal strategy, forecasting accuracy, CRM hygiene)
• Represent Shield AI at industry events, conferences, and customer engagements
• Communicate clearly with internal stakeholders on pipeline status, risks, and milestones

Kenntnisse

Business development

Sales

Capture

Defense industry

Customer relationships

Negotiation

Strategic planning

Program management

Ausbildung

Bachelor's degree

Jobbeschreibung

Job Description:

Shield AI is seeking a high-performing Business Development / Account Executive to drive growth for Hivemind Autonomy across India, with a primary focus on India defense and government customers.

This role is responsible for identifying, shaping, and closing complex opportunities while building enduring customer relationships and executing disciplined capture strategies. You will partner closely with Sales Leadership, Product, Engineering, and Strategic Engagement teams to align customer needs with Hivemind’s autonomy capabilities and deliver mission-critical outcomes.

The ideal candidate is a customer-first, technically credible seller with strong capture instincts, experience navigating defense acquisition processes, and a proven track record of winning and expanding strategic accounts.

What you'll do:

• 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 rigor (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

Measures of success (First 6-12 months):

• Strong pipeline generation and progression within assigned accounts and territories
• Successful execution of capture strategies resulting in qualified opportunities and wins
• Improved deal velocity and win rates through disciplined qualification and positioning
• Establishment of trusted relationships with key customer stakeholders and partners
• Consistent, accurate forecasting and high-quality CRM and pipeline hygiene
• Meaningful contribution to revenue growth across the International Hivemind business

Required qualifications:

• 10-15+ years of experience in business development, sales, or capture roles in technically complex domains (AI/ML, autonomy, SaaS, aerospace/defense, or similar)
• Proven track record of owning and closing deals, particularly within U.S. government or defense markets
• Deep understanding of defense 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
• Fluent in: English

Preferred qualifications:

• Experience selling autonomy, AI/ML, or unmanned systems (UAS) solutions a plus
• Prior military experience
• Established relationships within defense, government, or aerospace customer sets
• Experience working with Large Systems Integrators (LSIs) and strategic partners
• Ability to travel as needed for customer engagements and industry events
• Active or eligibility for security clearance
• MBA or equivalent graduate degree

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Total package details for U.S. based positions:

- Regular employee positions: Salary within range listed above + Bonus + Benefits + Equity

- Temporary employee positions: Hourly within range listed above + temporary benefits package (applicable after 60 days

of employment)

- Interns/Military Fellows/Part-time not eligible for bonus, benefits or equity

Total package details for International positions which are roles based outside of the United States (where applicable):

- International premium, hardship differential, cost of living differential, living quarters allowance,

allowance, equity, international benefits, visa assistance, and relocation assistance.

Salary compensation is influenced by a wide array of factors including but not limited to skill set, level of experience, licenses and certifications, and specific work location. All offers are contingent on a cleared background and possible reference check.

Shield AI is proud to be an equal opportunity workplace and is an affirmative action employer. We are committed toequal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, marital status, disability, gender identity or Veteran status. If you have a disability or special need that requires accommodation, please let us know.