Italy Defense BD Lead: Autonomy & Aircraft

Shield AI; Roma; Hybrid; EUR 90,000 - 140,000; Full time

Job summary

Shield AI in Rome seeks a high-performing Business Development Lead to drive defence market growth across Italy. You will own territory strategy, build a disciplined pipeline across autonomy, aircraft, ISR, and mission systems, and lead end-to-end deal closure with senior military and government stakeholders.

You will coordinate cross-functional teams, forecast pipeline, and provide regional market intelligence to support strategic partnerships and long-term account expansion.

Qualifications

• 6+ years of experience in business development, capture, sales, or related roles within defence, aerospace, national security, or advanced tech environments.
• Proven success identifying, shaping, and advancing complex opportunities with long sales cycles and senior stakeholders.
• Strong executive presence and credibility with military, government, industry, and strategic partners.
• Strong communication, negotiation, stakeholder management, and cross-functional collaboration skills.
• Fluency in English and regional languages relevant to the assigned market.
• Bachelor’s degree or equivalent professional, military, or operational experience preferred.

Responsibilities

• Own and execute Shield AI’s go-to-market strategy across assigned markets, aligning territory activities with strategic growth priorities and customer mission requirements.
• Build and grow a disciplined pipeline across autonomy, aircraft, ISR, and mission-system opportunities aligned with regional defence priorities.
• Lead end-to-end deal closure, including account planning, customer shaping, competitive positioning, proposal leadership, negotiation, and contract close to meet or exceed carried sales quota.
• Engage directly with senior military leaders, Ministries of Defence, procurement authorities, sovereign stakeholders, and strategic industry partners across the territory.
• Represent and differentiate Shield AI’s autonomy and aircraft portfolio by clearly articulating mission outcomes, operational advantages, and integration pathways.
• Develop and manage regional partnerships, consultants, industrial participation structures, and offset-aligned strategies that expand market access and accelerate execution.
• Coordinate cross-functional teams across Business Development, Product, Engineering, Government Relations, Legal, Contracts, Export Compliance, Operations, and Customer teams to support successful capture and delivery.
• Maintain disciplined forecasting, pipeline management, opportunity tracking, and campaign reporting across the territory.
• Provide regional market intelligence on competitor dynamics, customer demand, and political or operational risks.
• Support executive customer engagement after award to support customer success, follow-on growth, and long-term account expansion.

Skills

Business development

Capture management

Account management

Sales strategy

Executive engagement

English fluency

Education

Bachelor’s degree or equivalent professional/military experience

Job description

Shield AI in Rome seeks a high-performing Business Development Lead to drive defence market growth across Italy. You will own territory strategy, build a disciplined pipeline across autonomy, aircraft, ISR, and mission systems, and lead end-to-end deal closure with senior military and government stakeholders.

You will coordinate cross-functional teams, forecast pipeline, and provide regional market intelligence to support strategic partnerships and long-term account expansion.