Business Development & Sales Lead - UK

Shield; Oslo; Hybrid; NOK 1,137,000 - 1,642,000; Full time

Job summary

Shield AI is seeking a Business Development Lead to drive growth for V-BAT ISR and Hivemind capabilities in the UK, focusing on defence and government customers in time-sensitive environments.

You will identify and shape urgent operational requirements, build trusted relationships with capability sponsors and programme offices, and lead cross-functional teams to position Shield AI’s autonomous systems across priority opportunities.

Qualifications

• Operational background in UK special operations/high-readiness environments
• Experience with how ISR capabilities are procured in time-sensitive environments
• Experience in capability development or acquisition-support roles
• Proven transition from military to commercial defence sales
• Understanding of UK defence acquisition processes including urgent pathways
• Experience developing and executing capture strategies for complex opportunities
• Technical aptitude to engage with Engineering/Product Stakeholders on UAS ISR
• Excellent communication, negotiation and stakeholder management
• Autonomy and results-driven in fast-paced, mission-driven settings
• Active SC clearance or eligibility preferred

Responsibilities

• Own and drive the full sales lifecycle for V-BAT ISR opportunities across assigned accounts and territories.
• Identify, qualify, and prosecute urgent operational requirements (UOR) opportunities.
• Develop and execute territory and capture strategies for priority pursuits.
• Build and maintain trusted relationships with decision-makers across the defence community.
• Shape requirements at the source by engaging with users and acquisition sponsors.
• Recognise Hivemind opportunities and collaborate with the BD team.
• Lead proposal development with BD Operations and cross-functional teams.
• Conduct competitive analysis and position Shield AI effectively in complex environments.
• Translate customer needs into compelling technical and mission-relevant solutions.
• Manage deal progression with rigorous qualification, strategy, and CRM hygiene.
• Represent Shield AI at industry events and customer engagements.
• Communicate pipeline status, risks, and milestones to leadership.

Skills

Strategic sales leadership

UAS/ISR market knowledge

Stakeholder management

Capture strategy development

Relationship building

UK MoD procurement familiarity

Proposal development

Negotiation

Customer engagement

Education

Degree-level education or equivalent

Job description

Founded in 2015, Shield AI is a venture-backed defense-tech company with the mission of protecting service members and civilians with intelligent systems. Its products include Hivemind autonomy software and V-BAT and X-BAT aircraft. With offices and facilities across the U.S., Europe, the Middle East, and Asia-Pacific, Shield AI's technology actively supports operations worldwide. For more information, visit www.shield.ai. Follow Shield AI on LinkedIn, X, Instagram, and YouTube.

Shield AI is seeking a Business Development Lead to drive Shield AI growth for primarily our V-BAT ISR UAS & Hivemind Mission Autonomy capability in the UK, focused on defence and government customers operating in time-sensitive and non-standard acquisition environments.

The role is responsible for identifying, shaping, and closing complex opportunities—including urgent operational requirements—while building trusted relationships across specialist end-user communities and programme offices. The successful candidate will also recognize opportunities for Shield AI's Hivemind mission autonomy platform and partner with.

Sales Leadership, Product, Engineering, and Strategic Engagement teams to align customer needs with autonomous ISR and mission autonomy capabilities.

What You'll Do:

• Own and drive the full sales lifecycle for V-BAT ISR opportunities across assigned accounts and territories, from pipeline generation through close - with particular focus on accelerated and non-standard acquisition pathways
• Identify, qualify, and prosecute urgent operational requirement (UOR) opportunities by leveraging deep knowledge of how end-user communities generate, validate, and fund time-critical capability needs
• Develop and execute territory and capture strategies for priority pursuits, aligning with Shield AI's long-term strategic plan and the evolving ISR and mission autonomy requirements of UK and allied special operations forces
• Build and maintain trusted relationships with key decision-makers, capability sponsors, programme offices, and influencers across the special mission and broader defence community
• Identify and shape requirements at source - engaging with users, capability development functions, and acquisition intermediaries to position V-BAT before formal requirements are crystallised
• Recognise and surface Hivemind mission autonomy opportunities that emerge through V-BAT customer engagement, and partner with the wider Shield AI BD team to progress them appropriately
• 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 Shield AI's capability set effectively in complex, multi-stakeholder environments including those with restricted visibility
• Partner with Product, Engineering, and Solutions teams to translate operational customer needs into compelling technical and mission-relevant solutions - spanning both V-BAT and Hivemind where relevant
• Manage deal progression with rigour - qualification, deal strategy, forecasting accuracy, and CRM hygiene
• Represent Shield AI at relevant industry events, exercises, 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)

• Credible pipeline generation within the special mission and UOR-adjacent customer set, anchored on V-BAT ISR
• Successful identification and shaping of at least one urgent or accelerated acquisition opportunity
• Improved deal velocity and win rates through disciplined qualification and customer positioning
• Identification of at least one Hivemind-relevant opportunity through V-BAT customer engagement
• Establishment of trusted relationships with key customer stakeholders, capability development functions, and strategic partners
• Consistent, accurate forecasting and high-quality CRM and pipeline hygiene
• Meaningful contribution to Shield AI revenue growth across the UK and European region

Required qualifications:

• Substantive operational background in the UK special operations, special mission, or high-readiness environment with experience in roles that bridged operational requirement and capability development
• Direct familiarity with how ISR capabilities are identified, trialled, acquired, and sustained in non-standard or time-sensitive procurement environments
• Demonstrated experience in capability development, capability acquisition, or working closely with the functions that sponsor and manage them - programme sponsors, requirements owners, or acquisition support roles
• Proven track record of transitioning from military service into a commercial role selling defence capability back into the special operations or broader MoD customer base
• Deep understanding of UK defence acquisition processes, including formal procurement and accelerated or urgent pathways
• Strong experience developing and executing capture strategies for complex, relationship-driven opportunities
• Technical aptitude and ability to engage credibly with Engineering, Product, and Operational stakeholders on UAS ISR performance, integration, and broader autonomous systems
• Excellent communication, negotiation, and stakeholder management skills - particularly in environments where discretion and relationship trust are paramount
• Self-motivated, results-oriented, and capable of operating with a high degree of autonomy in a fast-paced, mission-driven environment
• Active SC clearance as a minimum; DV-cleared candidates or those with eligibility strongly preferred

Preferred qualifications:

• Prior commercial experience selling UAS, ISR, or autonomous systems - including AI-enabled mission systems - into UK defence or allied special operations customers
• Established relationships within the special operations or special mission community in a commercial capacity
• Familiarity with mission autonomy concepts and how AI-enabled systems are being considered within special operations and broader defence capability planning
• Experience engaging with Large Systems Integrators (LSIs) and strategic partners relevant to the UK UAS and autonomous systems market
• Familiarity with the broader UAS regulatory and airspace integration landscape in the UK and Europe
• Ability to travel as required for customer engagements and industry events
• Degree-level education or equivalent professional development

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.

We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses and identifying potential inconsistencies or verification signals in application materials based on available information. These tools assist our recruitment team but do not replace human judgement. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.