Senior Defense BD Lead – Autonomy & AI Solutions

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

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