USMC Autonomous Systems BD Lead | High-Impact Sales

Remote; San Francisco (CA); On-site; USD 120,000 - 160,000; Full time

Job summary

Shield AI is seeking a driven Business Development Manager to own the USMC enterprise pipeline and bookings for its autonomy software and unmanned systems. You will manage opportunities from engagement to contract award, partnering with USMC stakeholders and internal teams to translate needs into funded procurement.

The ideal candidate thrives in defense sales, builds pipeline, advances opportunities, and closes deals that deliver operational capability.

Qualifications

• Bachelor’s degree and experience in defense sales, business development, or military operations.
• Demonstrated ability to independently build pipeline and close deals in complex government sales environments.
• Experience working with USMC customers, program offices, or operational units.
• Strong understanding of military operations and familiarity with Department of Defense procurement processes.
• Ability to manage multiple opportunities simultaneously and drive deals through long and complex sales cycles.
• Strong communication and relationship building skills with both technical and operational stakeholders.
• Ability to translate operational needs into solution driven sales opportunities.
• Ability to obtain TS/SCI Clearance – Active Secret or Top Secret Clearance preferred.
• Located near major USMC commands with travel up to 50% of the time to additional USMC installations and program offices.

Responsibilities

• Own and execute the USMC go-to-market strategy to drive pipeline creation, opportunity advancement, and bookings across Shield AI’s full product portfolio.
• Carry full accountability for the USMC revenue number, including pipeline health, opportunity progression, forecast accuracy, and closed bookings.
• Identify, shape, and pursue new opportunities across USMC program offices, operational units, and modernization initiatives.
• Build and maintain a qualified pipeline of USMC opportunities from early engagement through contract award.
• Own the full sales cycle from initial engagement through contract award with accountability for closing revenue and achieving USMC quota targets.
• Work directly with USMC stakeholders to translate operational challenges into funded procurement opportunities that deploy Shield AI capabilities into the field.
• Operate with urgency to advance opportunities and accelerate the transition of Shield AI capabilities from evaluation to program of record.
• Develop trusted relationships with USMC program managers, operational leaders, and acquisition stakeholders.
• Partner with Shield AI growth advisors who provide USMC 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 forecasting and revenue projections.
• Drive adoption of fielded capabilities that deliver immediate operational value to USMC customers.

Skills

Defense sales

Business development

Military operations

USMC experience

Sales pipeline management

Complex government sales

Education

Bachelor’s degree

Job description

Shield AI is seeking a driven Business Development Manager to own the USMC enterprise pipeline and bookings for its autonomy software and unmanned systems. You will manage opportunities from engagement to contract award, partnering with USMC stakeholders and internal teams to translate needs into funded procurement.

The ideal candidate thrives in defense sales, builds pipeline, advances opportunities, and closes deals that deliver operational capability.