Senior Staff BD Account Executive, Hivemind - Army (R4794)

Front Door Defense; Washington (District of Columbia); On-site; USD 140,000 - 210,000; Full time

Benefits offered by this job

Bonus

Benefits

Equity

Job summary

Shield AI seeks a Senior Staff BD Account Executive to own the full sales lifecycle for Hivemind across the Americas, with a focus on U.S. defense and government customers.

You will shape capture strategies, identify opportunities, and build trusted relationships with program offices and influencers. This role requires a customer-first, technically credible seller who can lead cross-functional teams, drive proposals, and accurately forecast while expanding strategic accounts and revenue across

Qualifications

• 10–15+ years of experience in business development, sales, or capture roles in technically complex domains.
• Proven track record of owning and closing deals, particularly within U.S. government or defense markets.
• Deep understanding of defense 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.
• Bachelor's degree required.

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, 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 rigor (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.

Skills

BD

Sales

Capture

Defense domain

Technical credibility

Relationship building

Negotiation

Education

Bachelor's degree

Tools

CRM

Job description

Senior Staff BD Account Executive, Hivemind - Army (R4794)

Own end-to-end defense sales for Hivemind across the Americas, from prospecting to close.

Location: Washington, District of Columbia

Compensation: $140,000 - 210,000 USD / year

About The Role

Business Development / Account Executive

Shield AI is seeking a high-performing Business Development / Account Executive to drive growth for Hivemind Autonomy across the Americas, with a primary focus on U.S.-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 defense 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 rigor (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

Required qualifications:

• 10–15+ years of experience in business development, sales, or capture roles in technically complex domains (AI/ML, autonomy, SaaS, aerospace/defense, or similar)
• Proven track record of owning and closing deals, particularly within U.S. government or defense markets
• Deep understanding of defense 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
• Bachelor's degree required

Preferred qualifications:

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

$140,000 - $210,000 a year

Full-time regular employee offer package: Pay within range listed + Bonus + Benefits + Equity

Temporary employee offer package: Pay within range listed above + temporary benefits package (applicable after 60 days of employment)

Salary compensation is influenced by a wide array of factors including but not limited to skill set, level of experience, licenses and certifications, and specific work location. All offers are contingent on a cleared background and possible reference check. Military fellows and part-time employees are not eligible for benefits. Please speak to your talent acquisition representative for more information.

Shield AI is proud to be an equal opportunity workplace and is an affirmative action employer. We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, marital status, disability, gender identity or Veteran status. If you have a disability or special need that requires accommodation, please let us know.