Strategic Defense BD & Autonomy Account Executive

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

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