Business Development

Shield AI; United States; Remote; USD 140,000 - 190,000; Full time

Benefits offered by this job

Total rewards package

Travel opportunities

Job summary

Shield AI is seeking a high-performing Business Development Lead to drive Hivemind Autonomy growth across Central Europe, with a primary focus on Germany-based defense and government customers. You will own the full sales lifecycle, shape capture strategies, and build trusted relationships with key defense stakeholders.

The ideal candidate brings 10+ years in technically complex BD/sales, deep understanding of defence acquisition processes, and a proven record of winning strategic accounts.

Qualifications

• 10–15+ years in business development, sales, or capture roles in technically complex domains like AI/ML, autonomy, SaaS, aerospace/defence.
• Proven track record of closing deals within European government or defence markets.

Responsibilities

• Own and drive the full sales lifecycle for Hivemind opportunities across assigned accounts/territories (pipeline gen through close).
• Develop and execute territory and capture strategies for priority pursuits in line with Shield AI's strategic plan.
• Identify, qualify, and shape new opportunities by understanding customer missions, budgets, and acquisition pathways.
• Build and maintain relationships with key decision-makers and program offices across defense and government customers.
• Lead proposal development in partnership with BD Ops and cross-functional teams, ensuring alignment with customer requirements and value propositions.
• Conduct competitive analysis and position Hivemind in multi-stakeholder environments.
• Partner with Product, Engineering, and Solutions teams to translate customer needs into solutions.
• Manage deal progression with qualification, strategy, forecasting, and CRM hygiene.
• Represent Shield AI at industry events and customer engagements to expand market presence.
• Communicate pipeline status, risks, and milestones to internal leadership.
• Contribute to revenue growth across the Americas Hivemind business.

Skills

Business development

Capture planning

Defense sales

Stakeholder mgmt

Education

MBA or equivalent

Tools

CRM systems

Proposal development

Job description

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, V-BAT and X-BAT aircraft, and Aechelon simulation and synthetic reality technologies. 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 Business Development Lead to drive growth for Hivemind Autonomy across Central Europe, with a primary focus on Germany-based defense and government customers. This role is responsible for identifying, shaping, and closing complex opportunities while building enduring customer relationships and executing disciplined capture strategies. You will partner closely with Sales Leadership, Product, Engineering, and Strategic Engagement teams to align customer needs with Hivemind's autonomy capabilities and deliver mission-critical outcomes. The ideal candidate is a customer-first, technically credible seller with strong capture instincts, experience navigating defence acquisition processes, and a proven track record of winning and expanding strategic accounts.

Задачи

• 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
• Measures of Success (First 6-12 Months) Strong pipeline generation and progression within assigned accounts and territories Successful execution of capture strategies resulting in qualified opportunities and wins Improved deal velocity and win rates through disciplined qualification and positioning Establishment of trusted relationships with key customer stakeholders and partners Consistent, accurate forecasting and high-quality CRM and pipeline hygiene Meaningful contribution to revenue growth across the Americas Hivemind business

Требования

• 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
• 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.