Territory Business Development Manager - Navy

Shield AI; San Diego (CA); Hybrid; USD 180,000 - 260,000; Full time

Job summary

Shield AI is seeking a Navy Territory Manager to drive growth across the United States Navy enterprise by delivering autonomous systems that solve warfighter challenges.

You will own the Navy pipeline and bookings, advancing opportunities from initial engagement through contract award, partnering with Navy stakeholders and internal teams. This quota-carrying role requires a high-energy seller who thrives in a complex defense environment and values ownership and impact.

Qualifications

• Bachelor’s degree or higher required; defense sales, business development or military operations experience preferred.
• 5+ years of experience in business development, sales, or capture in technically complex domains.
• Experience with Navy customers, program offices, or defense procurement processes is a plus.

Responsibilities

• Own and execute Navy go-to-market strategy to drive pipeline creation, opportunity advancement, and bookings across Shield AI’s product portfolio.
• Carry full accountability for Navy bookings target, pipeline health, forecast accuracy, and closed deals.
• Identify and pursue opportunities across Navy program offices, fleets, and modernization initiatives.
• Build and maintain a qualified pipeline from initial engagement to contract award.
• Lead the full sales cycle and achieve Navy quota targets.
• Collaborate with Navy stakeholders to translate operational needs into funded procurement.

Skills

Business development

Sales

Capture

Navy/defense domain knowledge

Education

Bachelor’s degree

Job description

Territory Business Development Manager - Navy (R6264)

Team: Business Development

Location: Washington, D.C., San Diego, California

Commitment: Full Time Employee

Workplace Type: hybrid

Salary:

Pay range is based on On Target Earnings (OTE)

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-BATaircraft, 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.

Job Description:

Shield AI is seeking a driven, mission-focused Navy Territory Manager to drive growth across the United States Navy enterprise by delivering autonomous systems that solve real operational challenges for the warfighter.

This role owns the Navy pipeline and bookings target across Shield AI’s autonomy software and unmanned systems portfolio. You will drive opportunities from initial engagement through contract award, partnering with Navy stakeholders and internal teams to convert operational needs into funded procurement. This is a quota-carrying role with significant upside tied directly to Navy revenue growth.

The ideal candidate is a high-energy seller who thrives in complex defense sales environments and is motivated by building pipeline, advancing opportunities, and closing deals that deliver real operational capability.

This role partners closely with Shield AI’s growth team, which includes former senior military leaders who provide strategic insight, acquisition expertise, and access across the Navy ecosystem. While the growth team supports market strategy and introductions, the Navy Territory Manager owns opportunity execution and revenue outcomes.

This role is ideal for individuals who thrive in high-ownership environments and are motivated by developing markets and closing complex deals.

What you'll do:

• Own and execute the Navy go-to-market strategy to drive pipeline creation, opportunity advancement, and bookings across Shield AI’s full product portfolio.


• Carry full accountability for the Navy bookings target, including pipeline health, opportunity progression, forecast accuracy, and closed bookings.


• Identify, shape, and pursue new opportunities across Navy program offices, systems commands, fleet organizations, operational units, and modernization initiatives.


• Build and maintain a qualified pipeline of Navy opportunities from early engagement through contract award.


• Own the full sales cycle, with accountability for closing deals and achieving Navy quota targets.


• Work directly with Navy stakeholders to translate operational challenges into funded procurement opportunities that deploy Shield AI capabilities to the fleet.


• Operate with urgency to advance opportunities and move Shield AI capabilities from evaluation into funded acquisition and operational deployment.


• Develop trusted relationships with Navy program managers, operational leaders, requirements sponsors, and acquisition stakeholders.


• Partner with Shield AI growth advisors who provide Navy domain expertise, acquisition insight, and senior-level access.


• Coordinate internal teams, including engineering, product, program management, and capture resources, to support opportunity execution.


• Lead opportunity strategy and deal progression, including shaping customer requirements, developing capture plans, and supporting proposal efforts.


• Maintain accurate pipeline forecasts, bookings projections, and opportunity records.


• Drive adoption and expansion of fielded capabilities that deliver immediate operational value to Navy customers.

Required qualifications:

• Bachelor’s degree and experience in defense sales, business development, or military operations.


• 5+ years of experience in business development, sales, or capture roles in technically complex domains.


• Demonstrated ability to independently build pipeline and close deals in complex government sales environments.


• Experience working with Navy customers, program offices, systems commands, fleet organizations, or operational units.


• Strong understanding of military operations, familiarity with Navy mission needs, and knowledge of Department of Defense procurement processes.


• Ability to manage multiple opportunities simultaneously and drive deals through long, complex sales cycles.


• Strong communication and relationship-building skills with technical, operational, and acquisition stakeholders.


• Ability to translate operational needs into solution-driven sales opportunities.


• Ability to obtain a TS/SCI clearance; an active Secret or Top Secret clearance is preferred.


• Located near major Navy commands, with the ability to travel up to 50% of the time to Navy installations, fleet locations, and program offices.

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 toequal 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.