Senior Business Development Manager

Founded in 2015, Shield AI is a venture-backed deep-tech company with the mission of protecting service members and civilians with intelligent systems. Its products include the V-BAT and X-BAT aircraft, Hivemind Enterprise, and the Hivemind Vision product lines. With offices and facilities across the U.S., Europe, the Middle East, and the Asia-Pacific, Shield AI’s technology actively supports operations worldwide. For more information, visit www.shield.ai. Follow Shield AI on LinkedIn, X, Instagram, and YouTube. 

What you'll do:

• 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

• 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


• Bachelor’s degree required

• Experience selling autonomy, AI/ML, or unmanned systems (UAS) solutions


• Prior military experience a plus


• 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

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