shieldai - Senior Business Development Manager - Ukraine (R5043)
Requirements
• Shield AI is seeking a high-performing Business Development / Account Executive to drive growth for Hivemind Autonomy with a primary focus on Ukraine-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. • 10–15+ years of experience in business development, sales, or capture roles in technically complex domains (AI/ML, autonomy, SaaS, aerospace/defence, or similar) • Proven track record of owning and closing deals, particularly within European government or defence markets • Deep understanding of defence 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 • Experience selling autonomy, AI/ML, or unmanned systems (UAS) solutions • 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 • Our international teammates receive a comprehensive total rewards package aligned to your country office location. For full details on compensation and benefits, please consult your talent acquisition partner.
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 rigour (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
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