Senior Business Development Lead, Germany - Hivemind

OpenKrill; United States; Remote; USD 180,000 - 230,000; Full time

Job summary

Shield AI seeks a high-performing Business Development Lead to drive Hivemind Autonomy growth across Central Europe, focusing on Germany-based defense and government customers. You will identify, shape, and close complex opportunities, building enduring relationships while executing disciplined capture strategies.

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

Qualifications

• 10–15+ years in business development, sales, or capture roles in complex domains.

Responsibilities

• Own the full sales lifecycle for Hivemind opportunities across assigned accounts/territories.
• Develop and execute territory and capture strategies for priority pursuits.
• Identify, qualify, and shape new business opportunities with understanding of missions, budgets, and acquisition pathways.
• Build relationships with key decision-makers in defense and government.
• Lead proposal development with cross-functional teams to align with customer requirements.
• Conduct competitive analysis and position Hivemind in complex environments.
• Translate customer needs into technical and operational solutions with Product/Engineering.
• Manage deal progression with qualification, strategy, forecasting, and CRM hygiene.
• Represent Shield AI at industry events to expand market presence and pipeline.
• Communicate pipeline status and milestones clearly to leadership.

Skills

BD strategy

Capture management

Defense market knowledge

Client relationships

Technical credibility

Negotiation

Stakeholder management

Proposal leadership

Cross-functional collaboration

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.

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

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 positioningEstablishment 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

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.