shieldai - Shield AI - Business Development Lead, Southeast Asia (R5282)
Requirements
• Typically requires 6+ years of experience in business development, capture, sales, strategic engagement, account management, or related customer-facing roles within defence, aerospace, national security, or advanced technology environments. • Experience operating across international defence, government, or regulated markets, including navigating complex stakeholder and procurement environments. • Demonstrated success identifying, shaping, and advancing complex opportunities involving long sales cycles, senior stakeholders, and technically differentiated solutions. • Strong executive presence and ability to build credibility with military, government, industry, and strategic partner stakeholders. • Technical aptitude and operational understanding of autonomous systems, ISR, mission systems, AI-enabled capabilities, or related defence technologies. • Strong communication, negotiation, stakeholder management, and cross-functional collaboration skills. • Willingness and ability to travel frequently throughout the territory and internationally. • Based within the region, or willing to relocate to a strategic location within the assigned territory. • Fluency in English and regional languages relevant to the assigned market. • Bachelor’s degree or equivalent professional, military, or operational experience preferred. • Experience with UAS, autonomy, ISR, mission systems, aerospace, or AI-enabled operational capabilities. • Existing relationships across defence ministries, military organizations, procurement authorities, or strategic industry partners within the assigned territory. • Experience supporting direct commercial sales, Foreign Military Sales (FMS), or international government procurement programs. • Prior military, operational defence, government, or national security experience.
Responsibilities
• Own and execute Shield AI’s go-to-market strategy across assigned markets, aligning territory activities with strategic growth priorities and customer mission requirements. • Build and grow a disciplined pipeline across autonomy, aircraft, ISR, and mission-system opportunities aligned with regional defence priorities. • Lead end-to-end deal closure, including account planning, customer shaping, competitive positioning, proposal leadership, negotiation, and contract close to meet or exceed carried sales quota. • Engage directly with senior military leaders, Ministries of Defence, procurement authorities, sovereign stakeholders, and strategic industry partners across the territory. • Represent and differentiate Shield AI’s autonomy and aircraft portfolio by clearly articulating mission outcomes, operational advantages, and integration pathways. • Develop and manage regional partnerships, consultants, industrial participation structures, and offset-aligned strategies that expand market access and accelerate execution. • Coordinate cross-functional teams across Business Development, Product, Engineering, Government Relations, Legal, Contracts, Export Compliance, Operations, and Customer teams to support successful capture and delivery. • Maintain disciplined forecasting, pipeline management, opportunity tracking, and campaign reporting across the territory. • Provide regional market intelligence on competitor dynamics, customer demand, and political or operational risks. • Support executive customer engagement after award to support customer success, follow-on growth, and long-term account expansion.
Benefits
• Help build the defining defence technology company of this century. • Work at the forefront of AI, autonomy, and next-generation defence systems. • Operate in a highly entrepreneurial and mission-driven environment. • Make a direct impact on international growth and strategic defence partnerships. • Collaborate with exceptional teams solving some of the world’s most complex operational challenge • 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.
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