Senior Business Development Lead - Hivemind - Ukraine

Blackshark; Oslo; On-site; NOK 1,288,000 - 1,933,000; Full time

Job summary

Shield AI is seeking a Senior Business Development Lead to drive growth for Hivemind Autonomy across Ukraine, focusing on defense and government customers. You will own the full sales lifecycle, shape capture strategies, and build enduring relationships with key decision-makers in the defense sector.

The role requires 10–15+ years in BD/sales in technically complex domains, a proven track record in European government markets, and strong collaboration with engineering and product teams to

Qualifications

• 10–15+ years in BD/sales/capture in tech complex domains
• Proven track record closing deals in European government/defence markets
• Deep understanding of defence procurement lifecycle
• Experience developing capture strategies for complex opportunities
• Technical aptitude to engage with engineering and product stakeholders
• Excellent communication, negotiation, stakeholder management
• Self-motivated and able to operate in fast-paced environments

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
• Identify, qualify, and shape new opportunities through understanding customer missions, budgets, and acquisition pathways
• Build relationships with decision-makers in defense and government customers
• Lead proposal development with BD Operations and cross-functional teams
• Conduct competitive analysis and position Hivemind in complex environments
• Partner with Product, Engineering, and Solutions teams to translate customer needs into solutions
• Manage deal progression with qualification, deal strategy, forecasting accuracy, CRM hygiene
• Represent Shield AI at industry events to expand pipeline
• Communicate pipeline status and milestones to leadership

Skills

BD leadership

Deal closing

Stakeholder mgmt

Technical aptitude

Govt engagement

Communication

Education

MBA or equivalent graduate degree

Tools

CRM

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 high‑performing Senior Business Development Lead to drive growth for Hivemind Autonomy across Ukraine, with a primary focus on defense and government customers.

Hivemind is Shield AI’s AI‑powered autonomy software platform that enables intelligent aircraft, drones, and robotic systems to operate autonomously in complex and contested environments. It provides mission autonomy capabilities including navigation, teaming, decision‑making, and autonomous mission execution across crewed and uncrewed systems.

This role is responsible for identifying, shaping, and closing complex opportunities while building enduring customer relationships and executing disciplined capture strategies.

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 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

Required 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

Preferred Qualifications

• Experience selling autonomy, AI/ML, or unmanned systems (UAS) solutions
• Prior military experience a plus
• 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

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 judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.