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Shield AI, a venture-backed defense-tech company, is seeking an experienced Business Development / Account Executive to drive growth for Hivemind Autonomy software across India, with a primary focus on India defense and government customers.
You will own the full sales lifecycle for Hivemind opportunities, from pipeline generation through deal closure. Key responsibilities include developing and executing territory and capture strategies aligned with Shield AI's long-term strategic plan; identifying, qualifying, and shaping new business opportunities through deep understanding of customer missions, budgets, and acquisition pathways; building and maintaining strong relationships with key decision-makers and influencers across defense and government customers; leading proposal development in partnership with BD Operations and cross-functional teams; conducting competitive analysis and positioning Hivemind effectively in complex, multi-stakeholder environments; partnering with Product, Engineering, and Solutions teams to translate customer needs into compelling technical and operational solutions; managing deal progression with rigor (qualification, deal strategy, forecasting accuracy, CRM hygiene); representing Shield AI at industry events and conferences; and communicating clearly with internal stakeholders on pipeline status, risks, and key milestones.
Success in the first 6–12 months will be measured by strong pipeline generation and progression within assigned accounts and territories; successful execution of capture strategies resulting in qualified opportunities and wins; improved deal velocity and win rates through disciplined qualification and positioning; establishment of trusted relationships with key customer stakeholders and partners; consistent, accurate forecasting and high-quality CRM and pipeline hygiene; and meaningful contribution to revenue growth across the International Hivemind business.
Shield AI's products include Hivemind autonomy software, V-BAT and X-BAT aircraft, and Aechelon simulation and synthetic reality technologies. The company has offices and facilities across the U.S., Europe, the Middle East, and Asia-Pacific, with technology actively supporting operations worldwide.
REQUIREMENTS:
- 10–15+ years of experience in business development, sales, or capture roles in technically complex domains (AI/ML, autonomy, SaaS, aerospace/defense, or similar)
- Proven track record of owning and closing deals, particularly within U.S. government or defense markets
- Deep understanding of defense 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
- Fluent in English
PREFERRED QUALIFICATIONS:
- Experience selling autonomy, AI/ML, or unmanned systems (UAS) solutions
- Prior military experience
- 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
