shieldai - Shield AI - Sr Director, Simulation - International (R5920)
Requirements
• · 15+ years of B2B sales experience in technically complex domains (simulation, visualization, AI/ML, autonomy, SaaS, aerospace/defense, or similar) • · 5+ years of senior sales leadership, including leading through transformation, integration, or scaling phases • · Proven success integrating or scaling acquired sales teams and driving consistent revenue growth • · Strong technical credibility with engineering, product, and operational stakeholders • · Deep understanding of GTM fundamentals (segmentation, coverage, pipeline strategy, positioning) • · Demonstrated ability to sell complex, multi-product/platform solutions • · Excellent executive communication and cross-functional leadership • · Experience in modeling & simulation, synthetic environments, or visualization platforms • · Experience selling into defense, government, aerospace, or mission-critical enterprise environments • · Experience working with Large Systems Integrators (LSIs), primes, and partner ecosystems • · Familiarity with autonomy, training systems, or digital battlefield environments • · Experience driving post-M&A integration and GTM unification • 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
• · Lead and develop the Aechelon International sales team; establish a high-performance culture, clear accountability, and strong coaching discipline • · Drive post-acquisition integration of people, processes, systems, and GTM strategy into Shield AI • · Assess and upgrade talent, roles, and coverage to align with growth objectives • · Own the International GTM plan for Aechelon (segmentation, ICP, account strategy, pipeline generation, positioning) • · Identify and execute cross-sell and bundling opportunities across Aechelon, Hivemind, and broader Shield AI offerings • · Expand footprint across defense, government, and enterprise simulation/training markets • · Establish operating rigor (forecasting, deal reviews, MBRs/QBRs, dashboards, KPIs/OKRs) • · Improve pipeline quality, deal velocity, and forecast accuracy • · Standardize sales processes (qualification, CRM hygiene, deal stages, governance) across the integrated team • · Personally lead key pursuits and executive-level engagements in complex, multi-stakeholder deals • · Build deep relationships with defense agencies, primes, and enterprise customers • · Position Aechelon as a critical component of mission-ready simulation and operational environments • · Expand relationships with Large Systems Integrators (LSIs), primes, and strategic partners • · Enable partner-led growth in simulation, training, and visualization programs • · Align partner strategy with Shield AI’s broader autonomy and platform roadmap • · Partner with Product and Engineering to inform roadmap based on customer needs and market signals • · Align Marketing and Customer Engagement to drive demand generation and customer success • · Serve as a key voice in shaping Shield AI’s integrated platform GTM strategy • ## Measures of Success (First 6–12 Months): • · Successful integration of Aechelon sales team into Shield AI operating model, systems, and culture • · Improved forecast accuracy, pipeline hygiene, and operating cadence • · Increased win rates and deal velocity through standardized, repeatable sales motions • · Measurable growth in Aechelon standalone revenue and cross-sell revenue with Shield AI products • · Clear territory, coverage, and account strategy • · Strong leadership bench with defined structure enabling second-line scalability
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