shieldai - Shield AI - Senior Business Development Manager
Requirements
• 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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