Territory Business Development Manager - Navy (R6264) Growth

Frontdoor Defense; Washington (District of Columbia); Hybrid; USD 175,000 - 260,000; Full time

Job summary

Shield AI seeks a Navy Territory Manager to own and drive revenue across the U.S. Navy through autonomous systems and software solutions.

The role requires orchestrating opportunities from initial engagement to contract award, partnering with Navy stakeholders and internal teams to convert needs into funded procurement. The ideal candidate thrives in complex defense sales, builds pipeline, and closes deals that deliver operational value, with travel up to 50% and a focus on governance, capture

Qualifications

• Bachelor's degree and experience in defense sales, business development, or military operations.
• Proven ability to independently build pipeline and close deals in complex government sales environments.
• Experience with Navy customers, program offices, or fleet organizations.

Responsibilities

• Own and execute the Navy go-to-market strategy to drive pipeline creation, opportunity advancement, and bookings across Shield AI's portfolio.
• Carry full accountability for the Navy bookings target, including pipeline health and forecast accuracy.
• Identify, shape, and pursue opportunities across Navy programs and modernization initiatives.
• Build and maintain a qualified pipeline from early engagement through contract award.
• Own the full sales cycle, closing deals and meeting Navy quota targets.
• Translate operational challenges into funded procurement opportunities that deploy Shield AI capabilities.

Skills

Defense sales

Business development

Sales

Capture roles

Education

Bachelor's degree

Job description

Territory Business Development Manager - Navy (R6264)

Own and drive Navy revenue by closing multi-year autonomous systems contracts across the Navy

Location: Washington, District of ColumbiaSan Diego, California

Compensation: $175,000 - 260,000 USD / year

About The Role

Navy Territory Manager

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.

$175,000 - $260,000 a year Pay range is based on On Target Earnings (OTE)