European Defense Business Development Lead (X-BAT)

Shieldai; Oslo; On-site; NOK 1,408,000 - 2,160,000; Full time

Job summary

Shield AI invites a rare combination of defense sales leadership and technical credibility to drive autonomy-enabled airpower programs across Europe. The role encompasses identifying opportunities, shaping requirements, and closing complex deals while coordinating across engineering, product, and legal teams.

You will lead demonstrations and pilots, engage high-level defense stakeholders, and influence product direction to align Shield AI solutions with mission needs.

Qualifications

• 15+ years in a relevant air force occupation.
• 8–10+ years in defense acquisition, business development, sales, or strategy.
• Proven track record of capturing and closing defense programs or tech insertions with European ministries of defence 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 audiences.
• Familiarity with key European defense programs (e.g., FCAS/SCAF, Tempest/GCAP, Eurodrone) and regional acquisition pathways.
• Willingness to travel extensively across Europe (30%).

Responsibilities

• Drive Strategic Capture: Identify, shape, and capture high-value opportunities across European next-gen airpower programs relevant to CCAs and autonomy.
• Own Regional Sales Pipeline: Lead the full business development lifecycle for X-BAT 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 NATO-related bodies.
• 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.

Job description

Shield AI invites a rare combination of defense sales leadership and technical credibility to drive autonomy-enabled airpower programs across Europe. The role encompasses identifying opportunities, shaping requirements, and closing complex deals while coordinating across engineering, product, and legal teams.

You will lead demonstrations and pilots, engage high-level defense stakeholders, and influence product direction to align Shield AI solutions with mission needs.